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NOV. 2010

Arizona Commerce: Will the ACA Bring Business?

Repairing Our

Work Force

 W  ill we get it right this time?

By the Numbers Business Calendar Power Lunch

This Issue Scottsdale Area Chamber of Commerce Arizona Small Business Association


‘The choice was easy’

When it comes to a safe workplace, P.B. Bell Companies knows the value of having one. The Phoenix-based property management company has been consistently recognized for its outstanding safety record. P.B. Bell also knows the value of choosing SCF Arizona to provide quality workers’ compensation insurance for its workers. “The choice was easy. They know the state so it makes a lot of sense to us,” says Philip Bell, the company’s principal and CEO. “Our customers all benefit from lower premiums.” For more than 85 years, SCF Arizona has worked closely with our customers as part of our commitment to promoting safety in the workplace, which can have a direct impact on your premium. We take pride in working as partners with Arizona-based companies.

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Our stories. Your hope. We see cancer every day, but not just in our patients. It touches people at every level of our organization, making it that much more important to us. That’s why we’re teaming up with America’s leading cancer hospital to open the Banner MD Anderson Cancer Center in Fall 2011 on the Banner Gateway Campus. MD Anderson has been ranked number one in cancer care in the United States by U.S.News & World Report’s “America’s Best Hospitals” survey. Our commitment to bringing this level of care to Arizona will give new hope to cancer patients for generations to come. Hear our stories at

To support Banner MD Anderson Cancer Center, please call (602) 747-GIVE (4483). Banner Health has been named as a Top 10 Health System in the U.S. for patient care according to Thomson Reuters.

Connect with us:

November 2010

FOUR UNIQUE SETTINGS. EXCLUSIVE PRIVATE ROOMS. In Business Magazine is a collaboration of many business organizations and entities throughout the metropolitan Phoenix area and Arizona. Our mission is to inform and energize business in this community by communicating content that will build business and enrich the economic picture for all of us vested in commerce.


Partner Organizations

Donna Davis, CEO Arizona Small Business Association Central Office (602) 306-4000 Southern Arizona (520) 327-0222

Steven G. Zylstra, President & CEO Arizona Technology Council One Renaissance Square (602) 343-8324 •

Cindy Hynes, President NAWBO Phoenix Metro Chapter (602) 772-4985 •

Rick Kidder, President & CEO Scottsdale Area Chamber of Commerce (480) 355-2700 •

Fox Restaurant Concepts’ Private Dining Coordinators will work with you to create the perfect occasion at any of our award-winning, oneof-a-kind restaurants. Small, large, simple, lavish, you name it. Call us soon to reserve your space before the holidays fill up.

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Mary Ann Miller, President & CEO Tempe Chamber of Commerce (480) 967-7891 •


Our Partner Organizations are vested business organizations focused on building and improving business in the Valley or throughout Arizona. As Partners, each will receive three insert publications each year to showcase all that they are doing for business and businesspeople within our community. We encourage you to join these and other organizations to better your business opportunities. The members of these and other Associate Partner Organizations receive a subscription to In Business Magazine each month. For more information on becoming an Associate Partner, please contact our publisher at


Join our:

Associate Partners

at www.foxrc. com

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N o v e m b e r 2010

Arizona Co m

merce: Will

the ACA Br ing Busines

NOV. 2010

Subscribe To In Business Magazine

Arizona Chamber of Commerce & Industry Ahwatukee Chamber of Commerce s?

Arizona Hispanic Chamber of Commerce Chandler Chamber of Commerce Economic Club of Phoenix

Repairing Ou

Glendale Chamber of Commerce

Wo Forcerk r

Mesa Chamber of Commerce North Phoenix Chamber of Commerce

Will we get it right this tim e?

North Scottsdale Chamber of Commerce

By the Nu mbers Business Calenda r Power Lu nch

Peoria Chamber of Commerce

This Issue

Scottsdale Area Chambe r of Commer Arizona Sma ce ll Busines s Association




Phoenix Black Chamber of Commerce Westmarc

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November 2010


Arizona’s Workforce: Can We Repair It and Get It Right?

Unemployment rates are headline news. Behind those numbers are real people — businesses and workers — struggling to cope and business leaders trying to position Arizona for a healthier economic future. Plus: Arizona Workforce Connection, a resource for business.



Arizona Commerce Authority

Don Cardon, who heads the newly established Arizona Commerce Authority as it evolves from the Arizona Department of Commerce, talks with Alison Stanton about what the difference will mean for businesses in the state. Plus: We profile the 35 business leaders who comprise the Photo: Dan Vermillion

ACA Board of Directors.


Pooled Knowledge Advances Innovation

Collaboration is becoming a key strategy in technological innovation. Annlee Ellingson explores what this means to the traditional competitive business mindset. Plus: Gangplank’s free workspace is a “library for innovation.”


Staying Power

Three Arizona companies share how they survived several economic


Go Solar

Sue Kern-Fleischer looks at the financial side of taking your business

downturns. Sue Kern-Fleischer delves into the history of Goodmans Interior

solar — and how to make sense of the myriad incentives. Plus: General

Structures, Cactus Flower Florists and Hickman’s Family Farms.

Southwest Insurance’s solar conversion.



11 Guest Editor

24 Trickle Up

37 On the Agenda

SCF Arizona, introduces the workforce issue.

business in Chandler that increased profits by 311

by our partners

Guest editor Don Smith, president and CEO of

12 Feedback

Top executives John Cosgrove, Howard Lein and Candace D. Wiest respond to IBM’s

View from the top looks at CaseTech, a six-employee percent since 2007.

33 Books

November’s calendar of business events presented

Special Partner Sections

45 Scottsdale@Work

burning business question of the month.

36 Nonprofit

13 Briefs

and Sojourner Center

Service • Next Steps Scottsdale

42 Assets

• Sterling Award Finalists • Growing Emerging Talent

“Will Social Media Become Extinct?” “Triage Your Sales Training” and “Banking ‘Fit’ Important for Business”

14 Sector

Real Estate: a capsule of market conditions in three key commercial sectors

16 By the Numbers

Key Economic Indicators provide a sense of the health of the local economy.

The organizational strategy and heart of Ryan House

“Work Wear for Women,” “Office Chair Design an

Scottsdale Area Chamber of Commerce Opening Worlds of Opportunity through the Science of

There’s a science to competing through service, which is apart from other why we are worlds universities and consulting organizations. As a thought leader and groundbreakin g research center, for Service Leadership The Center (CSL) brings together world and business insights from the strategy from the academic real world to solve challenges companies the unique set of face today.


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43 Power Lunch

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To learn more about how you through the science can compete strategically of service, visit /csl today.


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55 asba Access



Scottsdale Pride


20 Mastermind questions with Steve de Laveaga




• asba For Small Business • Small Business Doing Big Things

access about asba

For nearly 40 years, the arizona small business association (asba) has been a trusted source in creating opportunities for businesses to make money, save money and achieve amAZing results. With a membership of almost 5,000 businesses, representing over 300,000 employees, asba is the second largest trade association in the state and the only statewide association dedicated to serving small businesses. From outstanding value to an extensive range of support and services, asba is committed to making Arizona the best place for launching and growing your business.

in this issue small business doing big things the importance of collaboration cut costs, not . . . and more.

pg. 2

pg 4

benefits pg 6

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N o v e m b e r 2010

welcome to •

© 2010 asba. A publication of the Arizona Small Business Association. For more information or to join asba, please contact us at by InMedia Company, Section designed LLC exclusively for asba.


winter 2010


Did you know that 97 percent of the businesses as small business? in Arizona are The federal definition classified has 500 employees of a small business or less, leaving fall into the small almost all of Arizona’s is one that business category. business to that the small Because of that, business community it is imperative unite and have heard. We need our collective to be committed voices to and passionate a prosperous Donna Davis community that about preserving is sustained How do we do by competitive that? One way businesses. is through collaboration Do business and cooperation. with one another. At asba, we which encourages have our Member-2-Memb our members to do business Buy local. er Marketplace Whenever possible, with each other. Let’s grow our shop local and Barter. You’ll own. keep more money be amazed at what you can in our state. Have a voice. get if you just Hold our elected ask for it. officials stimulating the accountable for economy and focusing on key creating jobs. Don’t get off legislation aimed into the weeds. at Stay focused. always the best Sometimes we way to grow your want to do it business. It is Constantly retool all, but that isn’t best to focus on a few and retrain. things and do In a fast-paced update yourself them well. world with increasing and your team complexity, it’s with timely education smarter and earn critical to and training. college credit We help individuals with convenient, our 24/7 online low-cost educational work asba|academy (over 300 courses programming through offered). Any of us who currently run a small business resourcefulness, (or have in the resiliency and past) know that courage. There your business, it takes are ups and but the ones downs in the that make it through The important market that test are stronger and thing is to remain more resilient focused on the Whether it is the than before. goal and the reason best of times or you started your the worst of times, and leverage business. our collective it’s the only time resources and we have. nothing lighting Let’s influence. Join join together another candle. the action; get – Donna Davis involved. A candle • ceo • arizona loses small business

central arizona




Arizona Small Business Association

• Collaboration Defined

On the cover: Cover image of downtown Phoenix created by Ryan McVay

NOV. 2010 - FEB.

Your Voice. Your

Great Places reinvent themselves. Great places reflect a from the community set of core principles itself. Great places derived address their immediate greater goal. Scottsdale challenges in light must Mediocrity is unacceptable. not just be great now but rather of the must be great in perpetuity. On September 15th, 250 of Scottsdale’s gathered together most influential business and civic to launch a community Scottsdale in many leaders ways has moved economic future dialogue and visioning forward while called Next Steps holding fast to process about that which was Scottsdale: Building Scottsdale’s Those in attendance good. It looked an Action Plan losing the power ahead without included citizens, for Economic Growth. of what preceded business leaders businesses, members us, a recipe for representing both too many communities of the pride that large and small forget. From Cavalliere’s boards and commissions. public, elected leaders, and volunteer members Shop and the Rusty Blacksmith The full house of the city’s Spur to the energy of leaders in attendance solution, with and drive of Fashion 97% of the attended Week and foodie vowed to be part bliss from top chefs, responding to of the they would attend a post-symposium Scottsdale has onto its Downtown future Next survey indicating held Steps Scottsdale while still changing symposium has events and more with the energized them As the city has than 90% saying to become more grown, it has maintained times. that the Seven years have active in economic insistence to excellence a rugged passed since several development policy. key business leaders Which Way Scottsdale? of place. Our parks are the envy of and libraries in Scottsdale brought That oft-quoted any community. report and us interviews was Our Airport is the result of comprehensive with a large number hub of activity a bustling for recreational of Scottsdale’s research and analyzed by and business travel stakeholders conducted, the Morrison Institute alike. Our neighborhoods compiled for Public Policy effectively changed feel special and at ASU. Which business centers alive, and our the dialogue in Way Scottsdale? our city at a time have become recognize that diversified and when we were we were a city as the desert itself as rugged only beginning without a clear, in the face of tough to for Next Steps consensus-driven Scottsdale is that challenges. These last few path to the future. it does the same. years for everyone Our hope In those seven have been times separate needs years since Which to from wants. And Way Scottsdale?, the same. The it is from observing much has changed questions raised identified needs the by the Morrison and much remains that one gets a did then, although Institute report sense of the values place. Scottsdale the economic ring as true today of the context has changed has had to make as they must address difficult choices dramatically. As how we will build opened a new but still a community, on our own success library, invested we in the arts and without sacrificing to ensure that worked hard the things that citizens still had make a community about they could feel which great pride. Continues on pg We are fortunate S@W 07 to live and work The Scottsdale in such a place. Area Chamber of Commerce is in Scottsdale providing the largest business business advocacy, organization education, networking, exposure opportunities leadership and to our member businesses. The maintain Scottsdale’s Chamber actively high quality of works to life and create innovation, excellence an environment Rick Kidder, President/CEO and entrepreneurship where business scottsdalechamber. can com or call 480.355.2700. thrive. For more information visit www.

Plus: The 50% Power Lunch

66 Roundtable


Scottsdale is indeed a special place. For the resident, it is a high-

touch, well-designed city with a historically strong affinity for the things – large and small – that

make it a wonderful Kidder place to live. For businesses, Scottsdale offers a kind of caché not found in most suburban cities incredibly vibrant – an business presence. There is a pride of place evident in everything around us in Scottsdale. Our design standards are high. Our sign ordinance is among the most stringent in the nation. Our setbacks provide view lines. Our public art surpasses community I know, every and our streets seem a little bit and a little bit cleaner wider.


entrepreneurs are optimistic

The average pencil is seven inches long, with just in case you thought a half-inch eraser optimism was – dead. – Robert Brault

Entrepreneurs have just weathered six months of the worst conditions in decades. You very well how know your business is faring, but do you know how your experience compares to that of your peers? In a recent survey conducted by , 42 percent of respondents reported that their experience was

“not as bad as it could have been” and 25 percent reported that they “did surprisingly well.” Obviously, while this question measures outlook rather than actual results, it indicates that a full two-thirds of the small business community is in a positive frame of mind. Now, that’s amAZing!



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November 2010




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Contributing Mark Congleton Photographers  Peter J. Hart Ryan McVay Dan Vermillion Advertising

Operations  Louise Ferrari

Trafficking  Kerri Metcalf


Art Director Benjamin Little

Account Executives Louise Ferrari

Nicole Morrison-Mathern

Scott Mershon

Learn more about how Holmes Murphy will be a trusted advocate for you — visit * Business Insurance, July 2010

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Cami Shore

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rené More: Visit your one-stop resource for everything business at For a full monthly calendar of businessrelated events, please visit our website. Inform Us: Send press releases and your editorial ideas to

President & CEO Rick McCartney Financial Manager Ryan Cope Editorial Director RaeAnne Marsh Senior Art Director Benjamin Little Administration Kerri Metcalf

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N o v e m b e r 2010

Corporate Offices 6360 E. Thomas Road, Suite 210 Scottsdale, AZ 85251 T: (480) 588-9505 F: (480) 584-3751 Vol. 1, No. 1. In Business Magazine is published 12 times per year by InMedia Company. POSTMASTER: Send address changes to: To subscribe to In Business Magazine, please send check or money order for one-year subscription of $24.95 to InMedia Company, 6360 E. Thomas Road, Suite 210, Scottsdale, AZ 85251 or visit We appreciate your editorial submissions, news and photos for review by our editorial staff. You may send to or mail to the address above. All letters sent to In Business Magazine will be treated as unconditionally assigned for publication, copyright purposes and use in any publication, website or brochure. InMedia accepts no responsibility for unsolicited manuscripts, photographs or other artwork. Submissions will not be returned unless accompanied by a self-addressed, stamped envelope. InMedia Company, LLC reserves the right to refuse certain advertising and is not liable for advertisers’ claims and/or errors. The opinions expressed herein are exclusively those of the writers and do not necessarily reflect the position of InMedia. InMedia Company considers its sources reliable and verifies as much data as possible, although reporting inaccuracies can occur; consequently, readers using this information do so at their own risk. Each business opportunity and/or investment inherently contains certain risks, and it is suggested that the prospective investors consult their attorney and/or financial professional. © 2010 InMedia Company, LLC. All rights reserved. No part of this magazine may be reproduced or transmitted in any form or by any means without written permission by the publisher.

Don Smith, SCF Arizona

Guest Editor

Building Business

Donald Smith is president and CEO of SCF Arizona, the largest workers’ compensation insurance company in Arizona, with more than 44,000 businesses insured and $3.5 billion in assets.

I was pleased to be asked to be the first guest editor of In Business Magazine because we at SCF Arizona work with so many wonderful Valley and statewide businesses and businesspeople. It is fitting that I have this outlet to address you and discuss the content of this first issue, since SCF Arizona touches nearly 40 percent of businesses in our state. All businesses have certainly been struck by many difficult issues over the past few years. Some sectors have been harder hit than others, but every business has been impacted. While some experts predict this recession to be over, we believe Arizona will see a slow recovery over a number a years. I believe now is the perfect time for a “hands-on” business publication like In Business Magazine — the purpose of which is to bring business people together and empower those businesses with every monthly publication. In this issue, In Business Magazine editor RaeAnne Marsh has taken an in-depth look at our Valley employment picture through the eyes of business people entrenched in our community. She answers questions that are foremost on our minds and looks at what industries and opportunities could flourish in coming years. Arizona and the Valley are known for our ability to recharge, to be resilient and to bounce back to build and strengthen business and the economy. We’ve done it before and we will do it again. Expanding our employment base is the major indicator and something we need to be conscious of as we grow out of this recession. The new Arizona Commerce Authority has launched to great accolades by business leaders. Governor Brewer took a courageous step to empower this public/private partnership, since every business leader understands the need for a coordinated effort to lead our State and Valley into renewed growth and economic expansion. In these pages you will see an interview with Don Cardon and a listing of the board members of the new Arizona Commerce Authority. This premiere issue of In Business Magazine is just the beginning of a strong tool for business people, from the entrepreneur to the chairman of the board. The magazine is focused on bringing its readers relevant and useful information on leadership and management, finance, technology, sales and marketing, human resources and communication. In Business Magazine has partnered with the top business organizations to be distributed to their members each month, thereby touching those truly working hard to build business in metropolitan Phoenix and throughout Arizona. Welcome to In Business Magazine.

Don Smith President & CEO • SCF Arizona

It Takes a Valley

In Business Magazine is a collaboration of many organizations and efforts by local businesspeople to produce a publication that truly speaks to business and business opportunity in the Phoenix metropolitan area. We set out to build business here by creating a portal, both in print and online, for businesspeople to connect, engage and become educated at the ground-floor level. By including seasoned businesspeople and the top business organizations in the Valley (as many as want to participate), we can better ourselves, tackle the tough issues and support one another to change the Valley’s economic picture.

I want to thank Don Smith, who happily took on the role of our first Guest Editor. For each issue, we will ask a vested businessperson to work with us in building the editorial content for the issue and rubbing off some of their expertise to be certain we are getting things right. You are likely getting In Business Magazine as part of your membership in one of the Valley’s business organizations or chambers of commerce. We thank you for supporting these groups and hope that In Business Magazine and quickly become your business resource. —Rick McCartney, Publisher

In B u s i n e s s M a g a z i n e




Valley Business People Sound Off

Executives answer It appears to many that the Valley economy is picking up speed. What signs do you see that indicate a positive change for the business, field or industry you are in?

Candace D. Wiest

Howard Lein

In 2003, Candace Wiest became the first woman elected a Class A Director of the Federal Reserve Bank of San Francisco, and has since served on the FRBSF Audit Committee and the Fed’s Bank Performance Committee, and was chair of the Public Information Committee.

Howard Lein’s multiple industry recognitions include RE/MAX International’s Broker/Owner of the Year, Multi Office Award. Lein has also owned a successful computer marketing company, development company and insurance brokerage. He is an active civic leader in the Phoenix and Scottsdale communities.

West Valley National Bank

RE/MAX Excalibur, Scottsdale

President & CEO West Valley National Bank Sector: Banking One of the key indicators for us is the number of people applying for loans. We are definitely seeing an uptick in loan demand. Year to date, we have grown about 18 percent. I’m not sure if I can attribute the increase to a change in the local economy as much as the increased funding and favorable terms granted by the SBA. A number of our clients in the medical field are taking advantage of the bargains in commercial real estate and record low SBA rates to reduce occupancy expense. Also, while there have been a number of casualties, we are seeing some of the small businesses in the Valley actually stabilize. The banking industry continues to be challenging. The recently passed Financial Reform Act did little to address the problem of the “shadow” banking system that caused the meltdown, but has increased the cost of compliance significantly for the regulated banks. Many of the banks in the Valley need capital to begin lending again. Until the real estate market improves to free up balance sheets, the number of banks like ours that are lending will be limited.

John Cosgrove

Owner RE/MAX Excalibur, Scottsdale Sector: Real Estate The Valley economy has been under siege now for almost three years, prompted by the biggest real estate crash in values since the Great Depression. Unfortunately, the Valley economy is far more dependent on “construction and growth” than most other major metropolitan areas. The glut of foreclosed and short sale properties will continue to stall job growth until cleared out, unless we develop new industry fast. The good news: It is an urban myth that there is a “shadow inventory” of properties artificially held back from sale by lenders. Lenders have feverishly been working to staff up and gain agreements from their participating investors that will allow them to close out accounts and get the properties that are due to be sold moved through the system. We should see the results of that work through 2011 and 2012, with foreclosed inventories dropping back to a more normal level in 2013. Meanwhile, sellers are going to continue to struggle with pricing that competes with the distressed properties. Buyers are greeted with current interest rates of 4 percent. They are seeing an incredible bonanza that will cause the reticent to look back, saying, “I wish I would have …” along with all of the other discussions of opportunities lost.

Principal/Owner Renaissance Executive Forums Sector: Business Within our top executive membership (more than 80), there is a wide range of industry types. The vast majority of members are seeing signs of increased activity and interest in doing business. Not that many months ago, there was little activity for them. Others are continuing to grow. Their focus is on increasing their customers’ revenues and/or productivity. For example: IT projects to improve infrastructure and productivity, improving educational tools to improve student performance while reducing costs, a new real estate agent sales model, timely and accurate transaction billing services,


N o v e m b e r 2010

ergonomic furnishings that increase productivity, and more efficient time and compliance tracking. All these initiatives give witness to a successful business awakening in the Valley. In 2010, members worked on their business plans to prepare for recovery so that they can gain market share. Now they are working on their business plans for 2011 with the objective of growing their revenues and leveraging the preparation they’ve done in 2010. Perhaps as important, we see improving mental attitudes. Executives are actively looking for growth opportunities versus simply cutting costs. John Cosgrove’s leadership and management experience includes president of his own 200-employee business and senior vice-president of strategy, marketing and product management of a 3,500-employee national technology integration company. He has also provided expert testimony before committees of the U.S. Congress, F.C.C., I.T.C., commissions and courts. Renaissance Executive Forums

Quick and to the Point

Will Social Media Become Extinct? The term itself may die away as the function becomes more and more incorporated into the way we live and do business. “The whole Web is social,” points out Greg Taylor, president of GRT2 Studios, whose business it is to help other businesses maximize their company’s profile in this electronic world. The very strength of the concept would negate the need to articulate it. In large part, the medium controls not only the message but how it’s perceived. For instance, Taylor likens Twitter to a hallway conversation, offering a teaser to drive visitors elsewhere. Facebook is like a cocktail party, rich in media and able to get more people involved. LinkedIn is the business meeting/networking event, and Digg a forum for resource sharing. Taylor predicts mobile networking sites such as and will be the next wave of social platforms: geographic- and location-based marketing. —RaeAnne Marsh


Triage Your Sales Training: Bring Skill Levels Up Instead of the shotgun approach to training a sales force — spending time teaching everything to everyone — Mike Maynard of Predictive Index advocates a tailored approach coupled with triage. Through a skills assessment, a sales trainer can target the areas of weakness and quickly bring the skill level up, rather than guessing where the sales associate needs training. Breaking the sales cycle into five component parts, Maynard describes the categories of skill that research has identified as necessary to maintain high results: the open, which involves building trust and credibility; the investigate, which includes strategic questioning to uncover the client’s wants; the present, establishing value and relevance; the confirm, which involves gaining agreement and closing; and the position, managing the relationship to build customers for life. “Sales trainers are looking to know the minimum intervention they can give an individual to cause the [sales] performance to go up, so they need a baseline measure of what the salesperson knows and where do they have a weakness in knowledge,” says Maynard. The sales trainer can then formulate an effective coaching plan for the individual “to get him back on the selling organization.” Maynard observes that the traditional view, that a salesperson who maintains a high level of sales must be a skilled individual, is true to only some extent. But, he notes, the knowledge, techniques and methods of top producers, from the first cold call to establishing a loyal customer, are remarkably similar across widely diverse industries and geographies. —RaeAnne Marsh

GRT2 Studios Predictive Index

Banking ‘Fit’ Important for Business Evaluate needs against products and services “All too frequently, businesses maintain depository, cash management, merchant and other services with their bank or other financial intermediary and do not periodically assess whether or not those products and services and the related pricing are appropriate today.” This observation by Julie Stoney and Bob Wilson, who specialize in helping small and medium-sized companies with their banking needs through their Stoney-Wilson Business Consulting firm, underscores the need they see for businesses to find a bank or financial intermediary that “wants and understands their business, and one that will work with them to meet their ongoing financial needs.” Stoney and Wilson recommend that business owners evaluate their individual requirements, such as what they need banking services for, what type of business they have and what type of payment method would fit their company and lifestyle.

Equally as valuable as finding the right “fit” in a bank is finding the right fit for credit and loans. Explains Wilson, “In today’s economic environment, many sources of funding have dried up. Too, many small businesses don’t speak ‘bankerese’ and have tremendous difficulty in understanding what a bank looks for in extending credit.” It’s also crucial that business owners have a true understanding of their financial statements, says Stoney. “With a solid understanding of their statements, often revenue opportunities can be identified and expense reductions can result. Consequently, the companies build a better balance sheet and stronger profitability. This is critical from an ownership/ management standpoint and important, too, when dealing with investors, banks and other financial intermediaries.” —Emily Snow Stoney-Wilson Business Consulting, LLC

In B u s i n e s s M a g a z i n e



Industry Updates & Deals

Real Estate: A Commercial Tale

Real estate has long been the underpinning and bellwether of the Phoenix economy as well as a defining factor in most bottom lines, and commercial indicators speak to our future. Cassidy Turley BRE Commercial offers a capsule view of market conditions in three key commercial sectors.

Office: Vacancy Rates to Bring New Business Landlords who have weathered the recession, remained financially strong and adjusted to current market conditions should start to see some relief as tenant demand gradually improves. With large blocks of premium office space available and lower rental rates, metro Phoenix is positioned to attract companies looking to relocate or add to their current operations. These factors should improve leasing and owner-occupant demand, bringing some relief to the office sector. The Phoenix office market continues to feel the effects of a sluggish and wavering economy through the first nine months of 2010, as net absorption was negative, overall vacancy rates increased and no new construction is expected for at least four to five years. Asking rental rates continue to decline as landlords are aggressively competing for tenants by offering heavy concessions and discounted rates. Class A rental rates dropped nearly 2 percent from June to September, 2010, to finish at $25.07 per square foot. With the extreme over-supply of space, rates will continue to soften, but at a slower pace, and should reach bottom sometime in 2011. Office vacancy rates in the Valley are at an all-time high of 27.9 percent. Office market leasing is likely to remain flat through 2010 and improve gradually into 2011, as businesses start to add jobs and tenants take advantage of reduced rates. The majority of leasing activity has been in space that is an upgrade to the tenant’s prior location, known as “flight to quality.” This has been a trend for several quarters, as nearly all positive absorption has come from either Class A buildings or newly completed buildings.

It is not all bad news in the retail market. Well-designed, well-situated retail centers have maintained strong occupancy throughout the unstable economy. While these properties have been affected by downward pressure on rents, their rates have not declined at the 10 to 15 percent levels underperforming centers faced. Shopping centers with credit tenants have maintained their value and will continue to be attractive options for commercial real estate investors. Retail development will remain on the back burner until at least mid-2012 as metro Phoenix continues to face significant vacancy in unanchored strip centers. Overall market vacancy rates climbed above 11 percent in 2010, putting downward pressure on rental rates. The rise in vacancy rates and decline in rental rates is the primary barrier for any new construction in the Valley. Over the next 12 to 18 months, lenders will move foreclosed retail projects through the pipeline, pricing them in accordance with the market and moving them off their books and back into the private sector. The process of reducing the number of financially stressed properties is a necessary first step in creating stability in the retail development sector.

—Blake R. Hastings, Senior Vice President, Cassidy Turley BRE Commercial

—John M. Appelbe, Senior Vice President, Cassidy Turley BRE Commercial

Retail: The Strength is in the Strong

Industrial: A Bargain to Building Business Metro Phoenix’s industrial market is in a unique position in that it was one of the only commercial product types that saw positive net absorption during back-to-back quarters in 2010. The positive absorption, just under 3 million square feet through the third quarter of 2010, can be attributed to a combination of improving economic conditions and reduced rental rates. Several large national and international companies announced they were purchasing or leasing industrial space in the Valley in 2010, including Amazon; Niagara Bottling; Sub Zero Wolf, LLC; and Tower Automotive.


N o v e m b e r 2010

With overall industrial vacancy rates hovering around 15 percent, asking rental rates are expected to remain at pre-2004 levels until vacancy drops below 10 percent. Current asking rental rates for general industrial space is just over $0.50 per square foot, a drop of 8 percent from 2009 third-quarter rates. Industrial users are taking the same “flight to quality” path that office users are on, allowing them to upgrade their address at rates lower than they were paying in older properties. There are even more bargains available in second- and third-generation space for

companies not in need of the newest, most modern building. Except for build-to-suit, the Valley won’t see any new industrial construction for at least two years. The market has to see vacancy rates drop down to single digits and rental rates climb 25 to 40 percent before developers can break ground on any new speculative industrial projects. —Andy W. Markham, S.I.O.R., Executive Vice President, Cassidy Turley BRE Commercial Cassidy Turley BRE Commercial

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In B u s i n e s s M a g a z i n e


By the numbers

Metrics & Measurements

Fuel Prices: The Ups and Downs of Doing Business In the last four months alone, AAA of Arizona reported some of the following headlines: “Pump Prices Subside Post Holiday” (July 8, 2010); “Pump Prices Edge Upward” (July 29, 2010); “Pump Prices Momentum Halts, Reverse Course” (Aug. 10, 2010); “Post Holiday Pump Prices Drop to Six Month Low” (Sept. 10, 2010); “Retail Fuel Tugged Upward by Sustained Crude Price” (Oct. 7, 2010); and finally “Gas Prices Continue Atypical Climb” (Oct. 20, 2010). It was summer of 2008 when fuel costs hit all-time highs of more than $4 per gallon in Arizona. Suddenly “fuel surcharges” from vendors’ invoices appeared and there was a focus on the effect high fuel prices had on business. By that same winter, prices fell to $1.50 per gallon. These numbers change and businesses truly feel the effect. “For a mobile operation, fuel prices impact the cost of business,” says Tom Cooper, owner of Desert Fleet-Serv in Phoenix, whose company maintains diesel fleets for local and regional businesses and must travel to their locations. He finds fuel price increases cause his clients

to pay more attention to engine performance because “every little advantage really adds up over the width of a large fleet.” The Oil Price Exporting Companies (OPEC) organizes to discuss output and production levels, which, in turn, influence the cartel to set prices for trading. Oil and gasoline are commodities that are traded on the futures market. Whenever anything happens to make traders think the price will go up (or down), they react accordingly. So where does that leave business? “In broad terms, it has a big impact on commerce, especially when you see diesel prices increase,” says Linda Gorman, communications and public affairs director of AAA Arizona. “When you think about it, every single thing we buy at the store has to get there by way of fuel, and included in that cost is the cost of getting it to the store.” It’s a hidden cost to consumers, but for the trucking associations it’s not a fixed cost, she notes. —RaeAnne Marsh AAA of Arizona Desert Fleet-Serv

Comparison of gasoline prices (regular unleaded) Last Year’s Price

All-Time High (date)



$4.135 (6/20/08)




$4.250 (7/14/08)




$4.147 (6/20/08)




$4.151 (6/15/08)

Phoenix (city)



$4.144 (6/20/08)

Pima County



$3.865 (6/20/08)

Prescott (Tri-Cities)



$4.090 (7/05/08)

Scottsdale (Scottsdale, Fountain Hills)



$4.200 (6/21/08)




$3.847 (6/20/08)




$4.105 (6/20/08)




$4.090 (7/03/08)




$4.080 (7/07/08)

Apache Junction, Queen Creek)

AAA Arizona and as of October 26, 2010


N o v e m b e r 2010

Economic Indicators


Unemployment (Sept. 2010)

YOY %Change







Consumer Confidence (Q2 2010)



Consumer Price Index* (July 2010)



Job Growth (July 2010) in thousands Housing Permits (July 2010)

Eller College of Management

Retail Sales June 2010 Tax Facts


YOY %Change

Individual Income



Corporate income





Sales Tax**

Arizona Dept. of Revenue General Fund Revenues

Real Estate Commercial: Office

Net Absorption Rental Rates (Class A)

East Valley (Mesa, Gilbert, Chandler, Tempe, Ahwatukee,

Key indicators for the Arizona economy are provided in each issue to identify those key numbers that give readers a sense of the health of the local economy.

Vacancy Rate

Price (10/26/10)


Key Indicators

Commercial: Indust. Vacancy Rate Net Absorption Rental Rates (Class A)

Residential Total Sales Volume

Q3 2010

Q3 2009







Q3 2010

Q3 2009







Sept. 2010

Sept. 2009



Total Median Sale Price



New Build Sales Volume



New Median Sale Price







Resale Sales Volume Resale Median Sale Price

* Consumer Price index refers to the increase or decrease of certain consumer goods priced month over month. ** Sales Tax refers to Arizona Transaction Privilege, Severance and Use Taxes.

Experience & Expertise

Board Level

Arizona Commerce Authority: Not Business as Usual New programs and focus to forge change in Arizona’s business environment by Alison Stanton On June 29 of this year, Governor Jan Brewer established the Arizona Commerce Authority by Executive Order. This set in motion the transition of the Arizona Department of Commerce to the ACA, which, if all goes as planned, should be completed by June 30, 2011, the end of the state’s current fiscal year. According to Don Cardon, recently named president and chief executive officer of the ACA, by the time the transition is complete, the ACA will replace the Arizona Department of Commerce in its entirety — with “no re-brand games, no gimmicks,” he emphasizes “This new model governs and administers outside of tired old politics,” Cardon says. “It acknowledges the efforts and advancements necessary to support Arizona entrepreneurs. It has never been more imperative that our state be hyper-focused on ensuring we support the industries necessary for Arizona’s second century and that we are aggressively competitive in attracting corporations looking for a better operating environment and a better place to collaborate and grow.” In order to meet these goals, Cardon says the ACA has already implemented and will continue to advance a variety of programs. “The tools to help foster small and emerging businesses will advance,” he says. “Already this month, the Arizona Job Training Program was relaunched — a critical tool for growing businesses and improving the skills of their workers with specific training unique to that particular business. The Authority is already moving forward programs to assist innovative companies.” Cardon comes to his new position with years of entrepreneurial, economic development and business experience under his belt. Since 2002, he has been the principal at Cardon Development Group, LLC, and in 2009 was director of Arizona Department of Housing.

The Players

As head of the ACA, Cardon will lead the agency in working to benefit businesses by focusing on retention in four main industries: aerospace and defense, science and technology, small business and entrepreneurship, and solar and renewable energy. “The Arizona Commerce Authority will play a significant role in advancing the competitive operating environment in Arizona, offering a better place to collaborate and grow,” he says. “Its strategies aim to diversify the overall state economy, bringing in new business and, most importantly, creating jobs for Arizonans.” Cardon emphasizes that the switch from the Arizona Department of Commerce to the Arizona Commerce Authority is “not just a name change.” In addition to the new programs being launched, the ACA has brought together a 35-member board of directors who, Cardon says, are committed to improving the state’s economy. “We have a gathering of leaders from across Arizona in various industries who have the passion and sense of urgency to make a difference for the business environment and culture that is the future of this state. It’s really a call to arms, and everyone who has agreed to serve is focused on what we’re trying to achieve,” he says. “The ACA Board will make recommendations on future programs. It’s about business bringing business solutions to advance and retain promising industry in our state. It’s about building a stronger foundation so that our children and their children enjoy an ecosystem of opportunities that is stable, predictable and reliable.” Cardon says with conviction, “This is no committee assembled for the purpose of politics. It is about leadership; it is about looking to business experts to solve business-related challenges we so urgently need to overcome.”

Arizona Commerce Authority — Board Members

Governor Janice Brewer

Jerry Colangelo

Donald E. Cardon,

On Jan. 21, 2009, Brewer became the 22nd person to take the oath of office as Governor of Arizona. Her first act was to place a moratorium on new rules on businesses. She then launched a Jobs Action Team, focusing on commerce, state land, environmental quality and revenue, that has worked to speed up the government process for creating new jobs. Since taking office, Brewer’s work has helped secure more than 7,000 new jobs for Arizonans.

Colangelo moved to Arizona in 1968 to assume management of the expansion NBA Phoenix Suns team, which also made him the youngest general manager in professional sports. He brought Major League Baseball to the Valley in 1998 and served as the managing general partner of the world champion Arizona Diamondbacks. He currently chairs USA Basketball’s board of directors and is widely recognized as one of the most influential sports executives in the country.

Cardon was appointed director of ACA by Gov. Brewer in 2009, due in part to his impressive experience as an economic developer. His background includes working as the economic development director of Longview, Wash., where he successfully attracted international manufacturers and energy companies. In Arizona, Cardon served as deputy housing director for the City of Phoenix, where he oversaw housing programs and all development.

Arizona Commerce Authority Chairman

JDM Partners, LLC Partner

Arizona Commerce Authority President and CEO

In B u s i n e s s M a g a z i n e


Board Level Gary Abrams

Craig R. Barrett, Ph.D.

Abrams leads his company, which received the Family Business of the Year Award in 1991. His company has supplied components for the NASA Space Shuttle and the International Space Station.

Barrett is a leading advocate for improving education in the United States and the rest of the world, and is a vocal proponent for the value technology can provide in raising social and economic standards globally.

Kirk Adams

Michael Bidwell

Abrams Airborne Manufacturing, Inc. President and CEO

Arizona House of Representatives Speaker of the House

During his tenure in the legislature, Adams has advocated for an aggressive agenda of job creation along with reform in taxes, Child Protective Services and healthcare.

Richard Adkerson

McMoRan Copper & Gold, Inc. CEO, Freeport

Adkerson’s company is the world’s largest publicly owned copper producer. He also serves as co-chairman of the board of McMoRan Exploration Company, which focuses on oil and gas exploration.

Arizona is #1 for Solar Energy Manaufacturing and #1 for Alternative Energy Industry — named the “Solar King” by Business Facilities magazine (August 2010).

Intel Corporation Retired CEO/Chairman of the Board

Arizona Cardinals Football Club, Inc. President

Bidwell serves on Arizona’s Super Bowl Host Committee, which successfully hosted super Bowl XLII at the University of Phoenix Stadium. In 2009, he became the chair of the Greater Phoenix Economic Council.

Donald E. Brandt

Arizona Public Service Chairman of the Board and CEO Pinnacle West Capital Corporation Chairman of the Board, CEO and President

Prior to joining Pinnacle West, Brandt spent 20 years in senior management at Ameren Corporation, a St. Louis-based energy service company.

Drew M. Brown

DMB Associates, Inc. Chairman of the Board

 efore founding DMB B in 1984, Brown was a partner and director in the Phoenix law firm of Fennemore Craig, where he specialized in real estate and commercial lending.

Benito C. Almanza Bank of America State President

Almanza has worked for Bank of America for 33 years and is currently responsible for coordinating all lines of its business efforts in the state, the bank’s community and civic activities, and the volunteer efforts of its 12,000 Arizona associates.


N o v e m b e r 2010

Les Brun

Sarr Group, LLC Chairman and CEO

Brun serves on the boards of directors of Broadridge Financial Solutions, Inc. and Merck, Inc., a global research-driven pharmaceutical company

for which he is also chair of the audit committee. He has also served as chairman of the U.S. Small Business Administration’s SBIC Advisory Council.

Robert “Bob” Burns Arizona Senate President

In addition to his extensive record of public service, Burns is extremely active in the community. After leaving his position in 1978 as a programming analyst for Honeywell, he followed his entrepreneurial aspirations as president of BMG Investments, Inc., a real estate management company that he opened in 1971 and still operates today.

Steve Cowman

Stirling Energy Systems, Inc. CEO

Cowman provides strong international experience, having worked in Ireland, Europe, Asia and North America in the electronics industry. His 21 years of leadership includes various senior management positions, among them CEO of Greenstar Ireland and technical development director with General Electric.

Michael M. Crow, Ph.D. Arizona State University President

Crow is leading the transformation of A.S.U. into one of the nation’s premier research universities. He is a pioneer in linking science and technology to desired social, economic and environmental outcomes.

Jerry Fuentes

AT&T Arizona-New Mexico President

In his job, Fuentes leads all legislative, regulatory and external affairs activities in Arizona and New Mexico. He is also involved with new technology deployment and infrastructure investment, and he represents AT&T in civic and community organizations.

Board Level John Haeger, Ph.D.

K. Michael Ingram

Haeger has brought N.A.U. to new heights in student enrollment both in Flagstaff and across the state, responding to Governor Brewer’s and the state legislature’s desire to make higher education accessible and affordable to all Arizona citizens.

Since 1987, Ingram has grown his company into one of the largest private land holdings in Phoenix as well as the Maricopa County area. He has acquired, managed, developed and sold tens of thousands of acres of property across the state.

William C. Harris, Ph.D.

Rotorcraft Systems, The Boeing Company Human Resources Site Leader Governor’s Council on Workforce Policy Chairman

Northern Arizona University President

Science Foundation Arizona CEO and President

Harris has more than 25 years of experience building and leading major governmental and university institutions, strategically developing research and educational enterprises to benefit society, and managing large budgets for maximum results.

Peter Herder

Herder Companies Chairman

Herder served on President Reagan’s Commission on Housing and he is a member of the National Housing Hall of Fame. He is also past president of the National Association of Home Builders and past board member of the U.S. Chamber of Commerce.

Linda Hunt

Catholic Healthcare West Arizona Service Area President St. Joseph’s Hospital and Medical Center President

Hunt directs the eighth largest healthcare system in the nation. She is recognized as an industry leader, serving on numerous state and national commissions that are working to shape the future of economic growth, healthcare and medical education.

El Dorado Holdings, Inc. CEO

Sherman A. Jennings

Before starting his present position, Jennings worked in human resources with General Electric and Johnson & Johnson. He is currently working on his Ph.D. in organization and management.

U.S. News & World Report ranks Embry-Riddle’s aerospace engineering program #1 In ThE nATIOn among schools without doctorate programs. Michael S. Manson

Motor Excellence, LLC Co-Founder and Executive Chairman

 anson co-founded his M company, an innovator in electric motor design that strives to provide more cost-effective and less resource-intensive electric machines.

Anne L. Mariucci

Arizona Board of Regents Chairman

Mariucci is the former president of Del Webb, a national leader in large-scale community development and homebuilding. In 2005, she was appointed to an eight-year term on the Arizona Board of Regents by Governor Janet Napolitano.

In B u s i n e s s


Board Level Vicki Panhuise, Ph.D.

U.S. Defense Customers, Honeywell Aerospace Vice President Arizona Aerospace and Defense Commission Chairman

Panhuise has held her current position since 2009. Prior to this, she worked as vice president for Military Aircraft, vice president for Military Aircraft and vice president for Commercial and Military Helicopters, all at Honeywell Aerospace.

Mary E. Peters

Mary E. Peters Consulting Group, LLC President

Peters served as U.S. Secretary of Transportation from 2006 to 2009, overseeing all U.S. aviation, surface and maritime policies and programs, and negotiated transportation agreements with foreign governments.

Arizona is #1 for starting and growing business ventures (Entrepreneur Magazine) and has the highest entrepreneurial activity rates (Kauffman Index of Entrepreneurial Activity). J. Doug Pruitt

Sundt Construction, Inc. Chairman and CEO

Since joining the Sundt family of companies in 1966, Pruitt has served in many senior management positions. He is the author of articles on concrete high-rise techniques and has chaired committees for the Associated General Contractors of America.

Robert Shelton, Ph.D. University of Arizona President

In July 2006, Shelton became the 19th president of U.A. after serving as executive vice


N o v e m b e r 2010

chancellor and provost as well as professor of physics at the University of North Carolina at Chapel Hill. He has published more than 240 professional articles in peer-reviewed journals.

Patrick Soon-Shiong, M.D. Abraxis BioScience, Inc. Executive Chairman and CEO

Soon-Shiong is co-inventor of more than 50 U.S. patents and has published more than 100 scientific papers. He is also the founder of two publicly traded pharmaceutical companies and serves on three advisory boards for the RAND Corporation.

Victor Smith JV Farms Owner and CEO

In addition to his role with JV Farms, Smith is also owner and CEO of Agricola El Toro in Baja, Mexico, and Skyview Cooling Company in Yuma, Ariz., and Center, Colo. The Smith family owns other agri-businesses in Colorado, including Skyline Potato Co., Southern Colorado Farms and Skyline Land Company.

Morris “Mo” A. Stein

HKS, Inc. Principal and Senior Vice President

Stein is a nationally recognized leader within the healthcare and sports sectors. He is licensed to practice architecture in 15 states and is regarded nationally as a leader of the American Institute of Architects and the Academy of Architecture for Health.

Pat Sullivan

Flypaper Studio, Inc. CEO

Sullivan is widely regarded as a pioneer and visionary in the high-tech industry. He is founder and former CEO of ACT!, the best-selling contact

management solution used by millions of business professionals around the world.

Arizona’s NIH funding grew faster (14%) than the top 10 states (10%). Bioscience employment increased 31% during 2002-08, while the U.S. recorded a 12% gain during this period. Jeanne Swarthout, Ph.D. Northland Pioneer College President

Swarthout was appointed to her position in May 2007 after serving as the college’s Dean of Liberal Arts and Vice President of Instructional Learning since 2001. Her prior experience includes teaching and executive higher education leadership at New Mexico State University, Ottawa University, Northern Arizona University and University of Phoenix.

Roy Vallee

Avnet, Inc. Chairman of the Board and CEO

Through Vallee’s leadership, Avnet has added 35 strategic companies to increase its geographic coverage, scale and scope, and shareholder value. In 2001, Vallee successfully introduced value-based management to Avnet, which is credited with improving the company’s financial performance.

Judy Wood

Contact One Call Center, Inc President Governor’s Council on Small Business Chairman

Wood is a recognized industry leader, having served as a long-time board member and president of both the Western States Telemessaging Association and the Association of TeleServices International. Data provided by Arizona Commerce Authority



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Innovations for Business

Free Workspace Encourages Collaboration Gangplank is Chandler’s ‘Library for Innovation’

Pooled Knowledge Advances Innovation Collaboration, Not Competition, Is Key to Success for Tech Companies

The duo behind Integrum Technologies, a Chandler software development firm, thinks big. “We believe in collaboration over competition,” says engineer Derek Neighbors, speaking also for business partner Jade Meskill “We’re trying to change the culture of metro Phoenix.” They discovered years ago that the Southeast Valley, where they’ve invested their personal and business lives, lacked social capital and businesses with “deep roots.” So Neighbors and Meskill decided to try to change that. Realizing the extra room in Integrum’s downtown Chandler offices would be a great meeting space — a place for roots to grow — they launched Gangplank as a nonprofit in 2008. With workspace available free of charge, the airy storefront operation is a marketplace for ideas and open to all, punctuated by a few desks and seating, Wi-Fi access, arcade games and music. Gangplank is particularly popular, as one might imagine, with technological entrepreneurs, business students and creative types, but it’s more than a place to hang out. Neighbors calls it a “library for innovation,” and notes many referrals occur between attendees. AuthorityLabs, whose owner, Chase Granberry, is a Gangplank devotee, now takes in about half a million dollars in annual revenue. Hours are typically 8 a.m. to 6 p.m., although they’re more 24/7 as the place’s popularity grows, mostly by word of mouth. Regulars even drive 100 miles one way to visit. “People come,” Neighbors adds, “to where good ideas are.” —Gremlyn Bradley-Waddell Gangplank


N o v e m b e r 2010

Jade Meskill’s former boss thought he was “totally insane” when he started Gangplank, a collaborative co-working and event space in downtown Chandler (see sidebar). “[He] thought I was ruining my business. … I tried to explain it to him for years and years, and he still doesn’t quite understand why we went this route.” The route Meskill and his partner Derek Neighbors chose for their software development company Integrum is one that values social capital over monetary capital, collaboration over competition in “everything from partnerships to solving problems together to sharing work to you name it, across the board,” Neighbors says. Meskill, Neighbors and other progressive businesspeople advocate using collaboration at all levels: within companies, between firms, and even with competitors. Steven Zylstra, president and CEO of the Arizona Technology Council, points out that if collaboration is to succeed, it’s critical that a company’s leadership buy into the philosophy. “If they set the stage in their behavior by exposing the team to relationships

and collaborations, it will become part of the culture of that company,” he says. Collaboration can occur formally and informally, at scheduled events and on a dayto-day basis. For example, Integrum might host a technical presentation attended by its competitors — in essence training companies with which it’s competing for business. “We’re okay with that because, at the end of the day, technology-wise we’re all going to learn that information anyway,” Neighbors says, “but if we can all learn it quicker, a rising tide raises all boats.” Meanwhile, back at his desk, Neighbors may be working on a product and find himself stymied trying to figure out, for instance, “How do I reduce impedance on this particular thing?” Asking other engineers — in his own company or online — might get him a solution in 30 seconds, but without collaborative input, he says, “I may have to do 80 sample sets to figure out what the best way to do it is, and I just wasted four weeks.” Ward Andrews operates his design firm Drawbackwards out of Gangplank, which

Photo: Peter J. Hart

by Annlee Ellingson

houses another agency that does exactly the same type of work his does. Sometimes they’ll even bid on the same projects. “Sometimes they’ll win; sometimes we’ll win,” he says. But that doesn’t impede collaboration, maintains Andrews, relating that even after he wins a project, there may be one or two points at which he would turn to his erstwhile competitor and say, “Hey, guys … what do you think about this?” This openness challenges the more traditional competitive model in which ideas are incubated behind closed doors in the hope of getting to market first. Bringing on partners could help find solutions more quickly. It might mean having to share the profits with another business as collaborators, but it will mean being able to move on to the next project faster, too. Collaborating with like-minded individuals can be challenging in a creative and technological industry as dispersed and isolated as Phoenix’s. “There’s a lot of companies here that are doing some really interesting things technology-wise, but they’re off in their own little corner doing it,” says Chase Granberry, whose AuthorityLabs is housed in Gangplank. The Arizona Technology Council also encourages this collaboration among companies, offering numerous networking opportunities to the technology community. Advice to those businesses interested in introducing a collaborative culture into their workplaces ranges from the philosophical to the physical. “First, you have to want it. You have to have a desire for collaboration,” Meskill says. “Step two is kind of a bold step, and it really requires doing it: bringing someone into your office or going to lunch with your competitors. … That’s a little bit scary, a little bit outside your comfort zone.” What Neighbors advises might really be outside your comfort zone: break down walls — literally — and open up communication through physical proximity. Key is to structure teams, put on events and remove hierarchies in management. “Giving people permission to communicate is starting to remove some of those organizational lines, some of those organizational boundaries, [and] to say, ‘We’re all moving in the same direction here.’” Arizona Technology Council Gangplank Integrum Technologies

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T r i c k l e Up

A View from the Top

Small but Mighty in Business

CaseTech Packs a Punch to Reach Triple-Digit Increase in Profits

Snapshot Perspective: CaseTech, Inc. Founded 1985  amed one of Inc. Magazine’s 2010 Inc. 500 N fastest-growing private companies in the nation — 11th in Arizona, 958th nationally 311% growth in the last three years $13.2 million in sales in 2009 6 employees 77th in its industry, per Inc. Magazine  arget industries: defense contractors, T aerospace, technology, original equipment manufacturers, medical, audio/visual, technology and the United States military


N o v e m b e r 2010

CaseTech, Inc., a distributor of reusable shipping cases, did the impossible during a recession: It increased its revenue by 311 percent in the past three years. This earned CaseTech the #11 spot among Arizona companies on Inc. Magazine’s 2010 Inc. 500 awards for fastest-growing private companies — 958th nationally. The woman-owned company of six people in a small office in Tempe did $13.2 million in sales in 2009. Company president Mauri Congleton purchased the now-25-year-old company in 2002 and considers personally connecting with buyers through customer service and follow-through to be crucial to her success. Servicing each client from the beginning to the end of the process is just the start; even after the product is delivered, CaseTech encourages its customers to call if there are any problems. Service, in fact, may trump sales. “We try to answer every call personally and assure our customers we will help in every way possible — even if that means sending them to our competition if we can’t meet their needs,” says Congleton. Congleton also credits part of her success to her policy of selling only those products she would buy for her own needs. “People can buy anything online these days, but you don’t really know what you’ll get,” she notes. Education is the other cornerstone of Congleton’s approach to business. The company’s target market includes defense contractors, the United States military, audio/visual companies, medical labs and aerospace, but a customer may be “anyone with something valuable or sensitive that has to be shipped, once or repeatedly,” Congleton explains. Many of CaseTech’s

smaller customers have no experience in buying this product and don’t understand the technical nature of the company’s service. “Often, they feel like we’re speaking a foreign language,” says Congleton, “so we need to educate them on the technical issues we consider in providing them with the best case fit and foam type for their specific application.” Describing CaseTech as “local to our region” — which is comprised of Arizona, Utah, Colorado, New Mexico and Nevada — Congleton says, “To do custom orders, you need to be near your customers and their sensitive, valuable equipment. You can’t do everything via email; sometimes you have to be face to face.” This includes customizing a product to give the client organization as well as safety for shipping. “Our cases allow our customers to see if any of their materials or tools are missing at a quick glance. Every product has a place in each case, and you won’t have to dig around to see if you are missing something.” Being a small business, Congleton says, allows her to make decisions quickly, without needing to convene a committee. Acknowledging there are government contracts set aside for minority or woman-owned businesses, she says she doesn’t rely on getting business by being woman-owned but rather by being the best in her industry. Her approach is to “take it all personally. If you don’t, you don’t have a personal commitment to your customers, your team members or your partners.” She takes the partnership perspective in her approach to both customers and manufacturers, with the philosophy, “We’re in this together.” CaseTech, Inc.

Photo: Mark Congleton

By Emily Snow

Arizona’s Workforce

Can we repair it and get it right? by RaeAnne Marsh


hile the region struggles with unemployment percentages in the high nines and the business community is marked by extremes (small businesses gasping for financial relief vs. large businesses cash heavy but waiting for stronger economic recovery before getting into the hiring cycle again), some of the region’s agencies most concerned with servicing Arizona business view the numbers in a different light. And it’s all about opportunity. But back to the numbers: 9.8 percent in October 2010. To Jennifer Pittman-Leeper, member of the Governor’s Council on Workforce Policy, that is 194,000 people. “Sheer numbers are more important,” she says. “Other areas [of the country] may have a higher unemployment rate, but we have more people.”


N o v e m b e r 2010

In B u s i n e s s M a g a z i n e


REPAIRING OUR WORKFORCE | WILL WE GET IT RIGHT? “The Phoenix metro area is second in the country in overall job loss,” affirms Patrick Burkhart, assistant director of the Maricopa County Human Services Department Workforce Development Division. As head of Maricopa Workforce Connections, he noticed the first signs of a hiring slowdown in August 2008 — about a month before the financial crash. The slow pace continued through January of this year, with companies filling slots for five or, at most, ten new employees at a time. “It was a tremendous difference from usual,” he states. Construction jobs were the hardest hit, with 68,000 fewer jobs in 2010 than in 2007. Comparing that number to the 212,900 jobs lost overall in non-farm employment from 2007 to 2010, Burkhart notes that construction-related job loss accounts for nearly half of the total job loss. “And it rippled through the economy, from real estate and financial to the services sector and retail.” A hint of change evidenced in February, with what Burkhart characterizes as a substantial ramp-up over the summer. “Companies were posting scores, even hundreds, of positions.” Activity, although not reaching the pre-recession pace, was beginning to grow especially in warehousing, logistics, transportation, manufacturing and business services. But he tempers that optimistic report with the observation, “We don’t know if it will slack off again.”

B.A. or higher degree) ready to come back,” he says. But with the dearth of jobs, he’s found himself often advising individuals to volunteer just to keep their skills sharp. Skills atrophy if they’re not used, especially in areas such as customer service and computers, he points out. Plus, being out meeting people may offer networking advantages. “You can compete better if you’re active.” But it’s Burkhart’s responsibility — as it is of his counterparts in the various regional

offices — to ensure the needed pool of talent is available to businesses when they are ready to hire. To that end, he must gauge what that need will be. And he maintains that the current economic downturn offers the opportunity to shape a new economic environment, one less susceptible to widespread economic collapse by virtue of strength in diversity. His focus now is to train people in fields that will be needed in the near future. A grant

Individual Prospects


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Photo: Dan Vermillion

Over and above the 9.8 percent unemployment figure is another 6 to 7 percent of underemployed: those working part-time, at lower-level positions or who have given up looking for work. “The first 12 to 15 months of the recession, people were reticent to accept those [lesser] positions,” says Burkhart. He has seen a shift in the last 12 months, with people willing to accept positions for which they might have considered themselves overqualified. Burkhart sees this as a positive effect, turning stopgap employment to a gateway to something else. “People are resetting their careers. They’re willing to go with something new and work their way up the chain again.” With Maricopa Workforce Connections an important part of the state’s workforce system, Burkhart is well-positioned to see unemployment up close and personal. “We represent the talent pool (25 percent with a

of $6 million from the State Energy Sector Partnership gave the central region (Maricopa County and Phoenix) an unexpected infusion of $2.9 million that was directed especially to train and place a workforce in the green and renewable energy sectors, Burkhart says. Federal resources are also coming into the state, and Burkhart sees the near-term picture for these funds as healthy. Maricopa County and the city of Phoenix, combined, received $7.5 million in stimulus funds through the Workforce Investment Act, Burkhart reports, and an additional $2.6 million from the $10 million that the state’s high unemployment garnered for Arizona over and above what the standard formula allotted. The long-term picture is more up in the air as it is not known whether congress will keep supporting the WIA or whether we will retain the designation of “area of substandard employment.” Burkhart notes the stimulus funds have enabled the Maricopa Workforce Connections to serve more than 2,000 people, with training for youth as well as adults, and sees no easing in demand on the part of those seeking employment. But he adds, “The good news is there is more activity out of employers hiring through the WIA system.”

Re-Set the Economy

Both Burkhart and Pittman-Leeper maintain that economic recovery needs to be more thoughtfully accomplished this time around. “We need to do it right so we don’t emerge in 2015 looking like we did in 2007; we would have missed a strategic opportunity,” says Burkhart. Growth since

City by City View of Unemployment 2009; latest complete figures from City


Unemployment (rate; number of people)









Las Vegas












the early 1990s, he points out, has largely been in such a services-based economy as call center operations — in which most of the jobs generated were low wage. “We didn’t concentrate on bolstering high-wage, manufacturing kinds of jobs. We need to nudge the recovery to create more high-value jobs, to be more robust.” Pittman-Leeper cites the sectors that Governor Brewer identified for the Arizona Commerce Authority as the ones the state should pursue, recommendations with which the workforce policy council is in accord: aerospace, science and technology, renewable energy, small business and entrepreneurship, and the retention and expansion of existing businesses. “Arizona’s workforce is the key selling point in attracting business here and stimulating growth,” Burkhart asserts. “We must upgrade the skills of the current workforce.” He emphasizes the importance of ramping up the number of people who continue their education beyond high school, but says it’s a need the entire education system must address. It’s also necessary to play to the strength of the local area, notes Pittman-Leeper. It would be an oversight, for instance, to ignore the fact that Yuma County has a lot of agriculture, aerospace and healthcare. “Workers don’t mind crossing to other regions, so the focus is on meeting the needs of the businesses.” At the same time, she points out, “A company can be a widget maker anywhere in the state and [still] supply Luke Air Force Base.” It’s a matter of supply-chain logistics, she says, “and what we can do to support that.” “Each community has its own agenda,” agrees Burkhart. “We work with the economic development community with respect to their efforts to attract new businesses to the region and the state.”

Regional Strategy

“All communities are organized in a regional strategy,” says Barry Broom, president and CEO of the Greater Phoenix Economic Council. It starts with a state strategy, Broom explains, then drops down to regional — “and then we focus on how the local communities build a plan around their individual asset.” Downtown Phoenix enjoys proximity to the University of Arizona Medical School, giving it the opportunity to build a bioscience strategy. Chandler, which landed Intel in 1980, has built infrastructure to support an advanced manufacturing corridor for


Arizona Workforce Connection The One-Stop service centers

maintained in each of Arizona’s counties, whether named a “career center” or a “workforce connection,” are as much a resource for businesses as for individuals seeking employment. Centers offer customized solutions for hiring and retaining talent — at no cost to employers. Not only will staff work with a business team to post positions on the virtual onestop system for the entire state, but businesses can hold job fairs and recruit on site. Staff will even help businesses with the initial screening of job seeker prospects, saving the business the time of having to go through thousands of applications. The service extends from recruitment into training through On the Job Training Agreements (OJTs). If a new manufacturer needs a workforce to be trained in a specific process or technique, for example, the company can customize a training with specifically defined program and skills, and be paid up to $2,000 per employee trained. Also available are layoff aversion resources and assistance with transition strategies. This resource is paid for by tax dollars and is part of Arizona’s workforce development system. There are three types of offices: comprehensive One-Stops, which offer the full range of services; affiliate/satellite centers, which provide an abbreviated menu of services; and access points, which provide services similar to the affiliate sites. Arizona Workforce Connection

In B u s i n e s s M a g a z i n e



Important Job Sectors for Arizona’s Future Identified by the governor’s office for the Arizona Commerce Authority to pursuet 3Aerospace 3Science/Technology 3Renewable energy 3Small business/Entrepreneurship 3 Retention and expansion of existing businesses


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Employees now number more than 300, and, says Jenkins, the hospital is currently hiring. Proximity to airport access gives communities the “ability to do things that are a little different,” says Broom, noting that Sky Harbor is not the only significant airport in the region — Goodyear and Mesa also each have one. In fact, Broom stresses that Phoenix-Mesa Gateway is the largest undeveloped airport in the western half of the United States. “It’s sitting in the southwest U.S., where most of the growth and economic prosperity is going to occur over the next 10 to 20 years.” Higher education assets benefit Tempe, Chandler, Scottsdale and Mesa. Arizona State University is actually a statewide asset. Broom cites its importance in emerging technologies of solar/renewable and flexible displays.

But companies evaluate the region, not municipalities, Broom emphasizes, and the only way to create an economic outcome is to have enough economic assets organized regionally to achieve it. “An industry comes into a region because of its competitive position. Where they land is based on the community’s ability to organize its assets and provide the infrastructure next to the asset that meets the industry’s needs.” Cancer Treatment Centers of America at Western Regional Medical Center

Governor’s Council on Workforce Policy

Greater Phoenix Economic Council Maricopa Workforce Connections

Photo: Dan Vermillion

businesses such as chip makers and semiconductor companies. Scottsdale has a unique “U.S.A.” brand, says Broom, explaining the city name is recognized without needing to be identified by its state. “Glendale has also done a great job branding itself in a short period of time,” he says, pointing out it has taken advantage of the Loop 101 freeway and its sports assets and has built an entertainment district. The city continues to play on its 2008 hosting of the Super Bowl, keeping mention of the event part of its identity. Communities further out from the Phoenix core, such as Buckeye, Surprise, Queen Creek and Goodyear, can offer large-scale sites for companies looking for campuses or a highly specialized planning environment. Available space was part of the reason Cancer Treatment Centers of America chose Goodyear as the location for its Western Regional Medical Center. But the facility’s public relations manager Tiffany Jenkins explains the property also made sense because it was easy to get to — thanks to many direct flights into and out of Phoenix’s Sky Harbor International Airport — for the 13 western states it would serve, in a far-flung region that includes Alaska and Hawaii. Plus, she notes, Arizona presents a business-friendly environment for bio-tech and other healthrelated fields. The CTCA hospital’s opening in December 2008 created jobs for 141 employees. Approximately 30 percent of those jobs were filled with transfers from other CTCA hospitals because, Jenkins explains, “We want our patients to be greeted with the same compassion and standard of care.” The other 70 percent came from the local workforce.

“CancerTreatment Centers of America® gave me a team that stood beside me and was ready to fight. They restored my hope.” ~Beth Gomez Cancer Survivor

Don’t Let Anyone Tell You There’s Nothing More That Can Be Done.

When Beth realized there was nothing more that could be done, she turned to Cancer Treatment Centers of America® (CTCA), where we have been fighting complex and advanced cancer for decades. Beth’s team of CTCA cancer experts worked with her to create a comprehensive and tailored treatment plan that combined leading-edge oncologic medical treatments with naturopathic medicine, nutrition, rehabilitation, psychological counseling, spiritual support and pain management. We are different. At CTCA, we never give up. Call now to speak with one of our Oncology Information Specialists and learn how we fight cancer like no one else.

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In B u s i n e s s M a g a z i n e © 2010 Rising Tide, Kft.


A Path to Follow

Staying Power:

3 Arizona Companies Share How They Survived Several Economic Downturns By Sue Kern-Fleischer

Adam Goodman credits his father for giving him sound advice when he joined their family-owned business, Goodmans Interior Structures, in 1993: “Stay agile. You want to be able to duck low when the sail’s boom comes around,” Murray Goodman told his son. The older Goodman had seen Arizona weather several economic downturns since their Phoenix-based furniture store opened its doors in 1954. Today, Goodmans is one of the largest office furniture dealers in the Southwest and one of the top three largest Herman Miller dealers in the world. And, for a business tied so closely to real estate cycles, Goodmans has had its share of ups and downs. According to the Business Cycle Dating Committee of the National Bureau of Economic Research, the U.S. economy experienced 10 recessions from 1946 through 2006, each lasting from six to 16 months. The

Cactus Flower Florists Because Arizona’s economy is one of the most volatile in the nation, businesses must adapt accordingly. Eric Luoma, president of Scottsdale-based Cactus Flower Florists, says his family’s business has grown and shrunk with the economy since his mother, Sharron, opened their first store in 1972. “We have had as many as eight stores and have moved a few times during weak economies.” But he adds, “We just opened our first location in Chandler eight months ago. We always wanted to have a presence there and took advantage of the good rates.”

Cactus Flower Florists


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2007-2009 recession was the longest in the postwar period at 18 months. “We’ve worked hard to diversify our customer base so that we don’t feel the hit as hard,” Adam Goodman, the firm’s president, says. “We focus on four distinct markets: commercial offices, healthcare, government and education.” Goodman is especially proud of his company’s novel approach to investing in its employees during a down economy. “While we may cut our spending, we don’t cut on what we’re spending on our people. We want our employees to be engaged and satisfied with their jobs. They should not be worried about benefit cuts or furloughs,” he says. Even when it seemed like there was no end in sight, Goodmans was vigilant about doing wage surveys and gave raises to some employees whose wages were low by industry standards. “We don’t want to take advantage

Luoma was in high school when the 1980s recession hit. “All of our family members worked for the business. Back then, we had three locations and it was a very trying time,” he recalls. “We talked a lot about our challenges over the kitchen table. We reduced purchases and we had to put our plans for expansion on hold.” When the Internet came along, the entire floral industry was turned upside down — so much so that Cactus Flower took its $400,000 Yellow Pages budget and devoted it to online marketing efforts through its Website and social media campaigns. “Technology has always been a passion for me,” says Luoma. “We were one of the first floral shops to install a point-of-sales system so we could track purchases and store customer information. We also own, a national brand that we developed internally.” As for social media, Luoma says feedback from Facebook fans and Twitter friends helps the company better determine what the market desires. “They help us vote on our featured designs of the month. Our 2011 calendar was created entirely by our social network.”

Goodmans Interior structures

of our employees at any time,” he says. “Our mission is ‘Creating Great Lifetime Furniture Experiences,’ and we can only achieve that by retaining great talent.”

Hickman’s Family Farms

Bill and Gertie Hickman are joined by their children, Glenn, Sharman, Billy and Clint

Technology has also played an important role in Hickman’s Family Farms’ egg production business. Clint Hickman, vice president of sales, says his Buckeye-based farm has become more efficient at investing in new technology, and their brand has remained strong despite the recent shadow of a nationwide egg recall.

Photos: Goodmans Interior Structures, Cactus Flower Florists, Tom Dodge/Groveland Communications (Hickman’s Family Farms)

Goodmans Interior Structures

Books “We are very happy that our products were not involved,” Hickman says. “We’ve been very fortunate. Our company has had a pretty good run for these last couple of years. Because we have invested in new machinery, built more egg-laying barns and invested in great middle management, we are picking up new egg business in other states. We are blessed as a company to provide safe, affordable protein to customers throughout the Southwest.” Like Goodman and Luoma, Hickman and his family have learned valuable lessons from past economic downturns. “My grandmother started our business in 1944, so we’ve weathered quite a few recessions, as well as numerous downturns affecting egg prices,” Hickman says. “Because we are a family business, we relate everything to the business as most people relate to a family budget. We have undergone so much ‘belt tightening,’ that the spaces for holes are now more numerous than the leather itself. “The old saying, ‘Well, no matter what … people still gotta eat’ is now part of our corporate mantra.” The economic downturn of the 1980s almost swept Hickman’s out of business. “Anytime any of our family members want to be cheered up, we take a look at our balance sheet from 1983 and wonder how we made it through. It still drips red ink,” Hickman relates. Today, Hickman’s Family Farms is a proud charter member of Local First Arizona with more than 200 employees. “With the exception of my oldest brother who is a biochemist in San Diego, all of our family works in the business. My brother Glenn is president; my brother Billy is vice president of operations; and my sister, Sharman, is in charge of public relations,” says Hickman. “Nephews and nieces work during their school breaks in various capacities, and my parents, Bill and Gertie,” he concludes with a smile, “come in every day to tell us what we are doing wrong.” Despite national news that Arizona is slow to recover from the most recent recession, Hickman, Goodman and Luoma are optimistic. Hickman believes those who place value on relationships will come out the strongest when the economy bounces back. “We’re all in this together. One of the best things you can do is to network and continue to build your relationships with customers from top down.” Goodman and Luoma report revenues are down 40 percent since their peak years, but both are seeing positive signs that business is picking up. “People are spending more,” Luoma says. “Perhaps not like 2006, but people need flowers in their lives, and values are better now than ever before.” And Goodman says his company has seen an upward peak in business for four consecutive periods. “We’ve always been good about forecasting our next 90 days, and our current forecast took the biggest jump in one period in the past two years. I’m not ready to call it a trend, but we’re keeping our eye on the horizon,” he says, adding, “We’re not going to let a dip in the economy keep us from achieving our long-term goals.” Goodmans Interior Structures Cactus Flower Florists

On Leadership

Performance Dashboards: Measuring, Monitoring and Managing Your Business After interviewing dozens of organizations in many industries that have built various types of performance dashboards, Eckerson explores how you can effectively turbo-charge performance-management initiatives with dashboards technology. Includes new case studies, industry research and updated information on designing key performance indicators (KPIs) and dashboard displays and integrating dashboards to optimize performance and accelerate results. Wayne W. Eckerson (2nd Edition) $49.95 • Wiley, John & Sons • November 2010

Now Build a Great Business: 7 Ways to Maximize Your Profits in Any Market Thompson and Tracy offer easy, tried-and-true ways to think about and plan organizational growth, especially in tough economic times. In seven steps (with a chapter devoted to each), the authors identify sustainable strategies for attracting customers and recruiting better leaders. They share seven simple questions that leaders ask themselves, and provide helpful checklist exercises on a variety of key topics that include creating a great business plan, designing an effective marketing plan and creating a good customer experience. Mark Thompson and Brian Tracy $24.95 • AMACOM • November 2010

Leading the Charge: Leadership Lessons from the Battlefield to the Boardroom This book examines the trends that have reshaped the world and reveals the ways in which leaders and organizations can effectively respond. Zinni and Koltz identify 11 new core elements of new (and effective) managers, including developing a strong ethical sense and honing listening and decision-making skills. The authors explore what it takes to shepherd nations, companies and families in times of crisis as well as how to nurture and train future leaders. General Tony Zinni and Tony Koltz $17.00 • Palgrave Macmillan • On shelves and online

Delivering Happiness: A Path to Profits, Passion, and Purpose Tony Hsieh, author and admired CEO of Zappos, explains how he created a corporate culture with a commitment to service that aims to improve the lives of its employees, customers, vendors and backers. Using anecdotes and stories from his own life experiences and from other companies, Hsieh provides specific methods companies can use to achieve unprecedented success. He details many of the unique practices at Zappos, such as its philosophy of allocating marketing money into the customer experience as well as the importance of Zappos’ core values. Tony Hsieh $23.99 • Grand Central Publishing • On shelves and online

Hickman’s Family Farms, Inc.

In B u s i n e s s M a g a z i n e


Bottom line

The Buck Stops with You

Go Solar:

How to Make $ense of Incentives by Sue Kern-Fleischer

There’s nothing like an incentive to make you take action. And when it comes to installing a solar energy system, Arizona businesses have plenty of reasons to go solar. But taking advantage of tax credits, incentives and grants can often be a daunting process, especially when there have been multiple revisions to the rules. On October 31, 2006, the Arizona Corporation Commission approved a final

plan requiring the state’s regulated utilities to obtain at least 15 percent of their total electricity sold from renewable energy sources by 2025. The plan includes a “carve out for dist” (distributed generation) variety of renewable technologies, including solar, wind and biomass. One element of the plan requires that a percentage of renewable energy come from distributed applications where customers generate electricity with solar rooftop systems or other forms of renewable energy.

Steven Gotfried, Arizona Public Service renewable energy spokesperson, says solar energy has never been more affordable for businesses. “Solar panels installed on a business’ property can offset the costs of purchased energy. When the panels produce electricity, you’re not paying for the energy off of the grid,” Gotfried says. “On top of that, we’ll write a check when you purchase panels up front or over a period of time.” For Phoenix metro-area businesses, both APS and Salt River Project offer up-front incentives and production-based incentives. “Because the demand for incentives is higher than funds available, we use a competitive process to allocate funds,” Gotfried says. “We have six allocation periods every two months. Applications for incentives get a ranking score based on how much per kilowatt hour incentives they want. Ranking scores are based on each business’ terms, its annual production of power and the cost of the system.” APS has issued 235 rebates to nonresidential customers since it began its incentive program, and the demand continues to increase. Customers who seek a rebate of $75,000 or less should apply for the utility company’s upfront program, while businesses seeking more

Running on Solar: General Southwest Converts Going solar earlier this year was a “no brainer,” relates General Southwest Insurance president and CEO Jay Binsfeld. He had been considering the changeover for some time, and was spurred to action by the realization that SRP and APS would soon need to drop the rate they would pay to buy back surplus energy. Installation by Sky Engineering took about three weeks, following the somewhat longer (six weeks) approval process by the City of Phoenix. To serve the


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6,500-square-foot building that features high ceilings and a lot of windows, three compressors produce 30 tons of air conditioning — two-thirds of the company’s need this past July and August and more than what its expected need will be in the cooler months. “There is very rapid payback on the installation,” says Binsfeld, who readily shares the information and notes the solar panels on prominent display along Thomas Road have surprisingly generated a lot of inquiries. Plus, he notes, “It is my expectation that, October through May, I will be selling electricity to SRP and receiving payment every three months.” —RaeAnne Marsh General Southwest Insurance Agency Sky Engineering, Inc.

Just the facts: 2  03 solar panels produce 8,440 kWh (per SRP EarthWise™ Energy, on a 30-day test) T  otal system cost: $273,000 S  RP incentive: $110,389 F  ederal incentive: $81,000 T  ax credit from Arizona Dept. of Commerce: $25,000 (which can be applied over a five-year taxable period) N  et cost: $58,389

than $75,000 qualify for the production-based incentive program. Payments based on usage are made quarterly over 10, 15 or 20 years. “It’s a very competitive process because our incentive pool of funds comes from our customers. The tariffs they pay on their bills goes back to fund the incentives,” Gotfried explains. Businesses should not be discouraged if they don’t receive an incentive. “If you don’t get an incentive, you can re-apply,” he says. “It is important to find a qualified solar installer to walk you through the process. With more than 300 contractors currently working in Arizona, it is imperative that you do your due diligence to find one that meets your needs appropriately.” Commercial and industrial properties can also take advantage of a solar energy tax credit program through the Arizona Department of Commerce. The program, approved by the state legislature in 2006, was extended to December 31, 2018, during the last legislative session, and provides up to $1 million in certified tax credits to qualifying businesses each year. Since the program began, the Arizona Department of Commerce has issued solar energy tax credits to 149 businesses statewide. “Solar energy can help reduce costs, but we encourage businesses to also look at making their entire buildings energy efficient,” says Jim Westberg, Arizona Department of Commerce’s energy program administrator. Mike Fricker, general manager and member of Salt River Solar & Wind, LLC, agrees. “An energy audit by a Business Performance Institute (BPI)certified expert will help you identify where you can gain the most savings,” he says. “By doing an audit first, you can save hundreds of thousands of dollars and millions of trees.” There’s no doubt that more Arizona businesses will be taking advantage of the many solar energy incentives available to them. Recognizing the need to simplify information, the Arizona Corporation Commission launched Arizona Goes Solar in September. The “one-stop source for information on Arizona’s solar future” includes a detailed listing of state and federal incentives. Arizona Corporation Commission

Scottsdale Center for the Performing Arts

Michael Feinstein: The Sinatra Project Saturday, November 13, 8 p.m. Celebrity Theatre, Phoenix Backed by a swing band, Michael Feinstein performs timeless romantic songs from his Grammy-nominated album, The Sinatra Project, a classy tribute to the one-of-a-kind style of ‘The Chairman of the Board’ himself.

The Capitol Steps Friday, November 26, 8 p.m. Saturday, November 27, 5 p.m. & 8 p.m. From election results to the scandal of the week, the razor-sharp political comedians of D.C.’s Capitol Steps are back with hilarious, up-to-the-minute material. Arizona Department of Commerce Arizona Public Service Salt River Project Salt River Solar & Wind, LLC

CALL: 480.994.ARTS (2787) Ext. 2 CLICK: VISIT: 7380 E. Second St. Scottsdale

In B u s i n e s s



Invested in Community By Vicky Hay

Ryan House: Success in Quality of Life Ryan House, the first facility of its kind in the nation, provides respite, palliative and end-of-life care for children diagnosed with life-threatening illnesses who are cared for at home. Since its opening in March this year, Ryan House has served 55 children and their families, offering respite and stays as well as end-of-life support.

“We are supported 100 percent by charitable contributions and do not get insurance reimbursement or government funds,” says Judy Shannon, immediate past chair of the 23-person board of directors. “We raise funds to support our entire $1.5 million annual budget.” Effective fund-raising is crucial: Each child’s care costs $600 to $1,000 a day. The Board of Visitors designated funds raised through its CareCard, an amount projected to reach $500,000, for Ryan House’s campaign. Backers such as Blue Cross Blue Shield, the Virginia Piper Charitable Trust, Salt River Project and Kitchell Contractors have supported the project. The group also relies on individual donations, generated from events such as the annual “White Christmas” black-tie gala, themed on the glamorous 1930s and ’40s, which takes place at the Arizona Biltmore, where Irving Berlin wrote the famous song.

Snapshot Perspective: Ryan House EVENT  : The White Christmas Gala, a Ryan House signature event, will be held Dec. 11 at the Arizona Biltmore R  yan House has four signature fundraisers. In addition to the White Christmas Gala, they are the Run for Ryan House at DC Ranch, the Family Harvest Picnic, and a Community Luncheon. A  n estimated 5,000 families in Arizona are caring for children at home who have been diagnosed with a lifethreatening illness. I t is 100 percent funded by donations from individuals, corporations and foundations. I ts campaign began in 2004 and raised $7 million by 2009. F  or more information or to contribute, please visit

Ryan House

Sojourner Center: Welcoming Shelter of Safety Sojourner Center did not start out to become the country’s largest shelter for domestic abuse victims, says its executive director, Connie Phillips. In its grass-roots days, the nascent group had to turn away so many women that its leadership developed “a drive to create enough space for all women who were fleeing domestic violence.” The need is huge: One in four women experience domestic abuse at some time. Given a chronic shortage of safe havens, Sojourner’s directors decided it was a matter of math: Figure how many beds you need and provide them. “Sojourner belongs to the community,” says Phillips, reflecting on the massive support coming from the local, state and even federal levels. “We focus on three things: community support, an excellent mission and excellent operations.” shelter. Sojourner Center also will send a That focus has paid off. Sojourner Center, in 2008 named Nonprofit representative to interested groups to give Organization of the Year by Arizona a presentation. Business Magazine, has a $7 million About $2.5 million in funding from the budget. In October it opened Fillmore Arizona Department of Economic Security Commons, a 29-unit residential building, helps support Sojourner Center. The rest of allowing the group to provide a total its operating cost is made up from federal of 224 beds for endangered women funding, hundreds of corporate and individual and children. donations, and generous foundation grants.

 EVENT : The annual Hope Luncheon takes place on November 16 this year, at the JW Marriott Desert Ridge Resort & Spa. Admission is free, but guests are asked to make a gift. In-kind donations, such as clothing, furniture and hygiene products, enable Sojourner Center to help replace the possessions the survivors it serves had to leave behind. Each month, Sojourner hosts three tours for those interested in learning more about the nation’s largest domestic violence

Visit for details on volunteering, events and contributing.

Sojourner Center

In business to do good for the community, nonprofits enrich the lives of those who contribute as well as those who receive. In Business Magazine showcases two nonprofits in each issue, focusing on their business organization and spotlighting their upcoming fundraising event.


N o v e m b e r 2010

Photos: Ryan House, Sojourner Center

Snapshot Perspective: Sojourner Center

O n t h e Ag e n g a

November 2010 A listing of Greater Phoenix business organizations and their events. Visit for an expanded monthly calendar of educational, networking and special business events.

Notable Dates This Month

Honoring Arizona’s Technology Leaders

Monday, Nov. 1 All Saints Day

Thurs., Nov. 18 — 3:00p to 10:30p

Tuesday, Nov. 2 Election Day Sunday, Nov. 7 D  aylight Saving Time Ends (for everyone else) Thursday, Nov. 11 Veteran’s Day Thursday, Nov. 25 Thanksgiving Day

A night of networking, food and fun is on tap for the Governor’s Celebration of Innovation Dinner and Showcase. A “strolling” dinner and formal awards ceremony focused on our innovators will include reserved tables this year, and will be set among the incredible exhibitors as part of the Technology Showcase — all taking place at the Phoenix Convention Center. Awards include three individuals awarded for their innovative accomplishments. These are the Pioneer Award, Green Innovator of the Year, and Innovator of the Year in four categories: Start Up, Small and Large Company, and Academia. This year, the Governor’s Celebration of Innovation Lifetime Achievement Award will be presented to Microchip CEO Steve Sanghi. The Governor’s Celebration of Innovation was established in 2003 by combining two technology award ceremonies: the High Tech Industry Cluster’s 17-year-old Innovator of the Year awards ceremony and the Arizona Software and Internet Association’s 10-year-old Celebration of Innovation. With the addition of the Governor’s support, the Governor’s Celebration of Innovation has become the premier technology community gathering of its kind in Arizona. The Governor’s Celebration of Innovation is presented by the Arizona Technology Council and the Arizona Department of Commerce. Arizona Technology Council Arizona Department of Commerce

Sterling Awards Tues., Nov. 16, 2010 — 12 noon to 2 p.m. Scottsdale Resort & Conference Center Honoring Scottsdale’s best in business since 1985, the Sterling Awards merits some silver of its own with this year’s 25th anniversary. This year’s winners will be announced at the ceremony on Nov. 16 at the Scottsdale Resort & Conference Center, and the Scottsdale Area Chamber of Commerce will also present for special recognition the past honorees of its prestigious award. Out of a field of 40 to 50 applications, rigorous judging selects three worthy

finalists in each of four categories: Micro Business, Small Business, Big Business and Non Profit. All 12 are honored at the awards ceremony, leading up to the announcement of the final four. Says Rick Kidder, the Chamber’s president and CEO, “The Sterling Awards are the pinnacle of recognition for business excellence. Companies for 25 years have applied for the Sterling, and, in each case, winning the Sterling Award has been a game changer.”

See more on the Finalists in the Scottsdale Area Chamber of Commerce special section that begins on page 45. Scottsdale Area Chamber of Commerce

In B u s i n e s s M a g a z i n e



HR Exchange

A Night to Remember – Ahwatukee/ Foothills Women in Business

The HR Exchange Group is comprised of those with HR responsibilities in Arizona businesses, as well as vendors. Many times, these programs qualify for HRCI credit. Facilitated by Ginny McMinn of McMinn HR. Members: free; non-members: $25.00 ASBA’s Business Education Center

Sat., Nov. 6 6:00p

$55 individual ticket / $95 pair The Raven Golf Club at South Mountain

Social Media Marketing Bootcamp

Thurs., Nov. 4 11:30a – 1:30p

Wed., Nov. 10 8:30a – 4:30p

ASBA + BNI Arizona Joint Mixer


Attendees will enjoy a time of networking, drinks, hors d’oeuvres and door prizes. Over 8,000 business professionals have been invited! Space is limited, so please RSVP. Free Compound Grill 7000 E. Mayo Blvd., Phoenix

$80, includes lunch and materials Radisson Hotel, Chandler

A Small Business’ Prescription for Understanding Healthcare Reform Wed., Nov. 3 10:30a – 1:30p

This seminar will take you through the maze of changes from today to 2014 and beyond. Members: $10; non-members: $20; students: $5 Prudential, 16260 N. 71st Street, Scottsdale

DATOS — Focus on Arizona’s Hispanic Market 15th Annual Breakfast Wed., Nov. 17 7:00 – 9:30a

Emcee: Jose Ronstadt KVEA-TV 51/ Telemundo; Keynote Speaker: Hector Orci, president, Assoc. of Hispanic Advertising Agencies Members: $125 individual, $900 table of ten; non-members: $150 individual, $1,200 table of ten Sheraton Phoenix Downtown


Thurs., Nov. 4 5:00p – 7:00p

Entrepreneurial Development Exchange Tues., Nov. 9 9:00a – 10:30a

Join other micro-businesses including home-based, sole proprietors and up to three employees, to problem solve, share best practices and ideas, and discuss the latest opportunities to grow a business from the grassroots level. Facilitated by Laura Nagaran-McCarthy, Somewither Arts Members: free; non-members: $25.00 ASBA’s Business Education Center

QuickBooks Training

Thurs., Nov. 11 8:30a – 10a: Intermediate 10:30a – 12:30p: Advanced

Attendees are welcome to bring their own laptops. Members: $49.00; non-members: $69.00 ASBA’s Business Education Center

Fast & Curious Speed Networking™

WebinarsLIVE! — Out of the Box Marketing: Part 1

Members to meet other members in 3-minute intervals. Members: free; non-members: $10.00 Multiple locations each month

Learn about the components of a marketing plan, how to create a powerful statement, and how to integrate it into your firm’s marketing. Members: $15; non-members: $25.00 ASBA’s Business Education Center and via webinar

Tuesdays throughout the month 3:00p – 4:30p

Sales Exchange — Building a Network that Works for You Wed., Nov. 3 8:30a –10:00a

Valuable tips and tools to increase your sales skills. Facilitated by Mike Leeds, Pro Sales Coaching. Members: free; non-members: $25.00 ASBA’s Business Education Center

Fri., Nov. 12 8:30a – 10a

Social Media/Technology Exchange Wed., Nov. 17 9:00a – 10:30a

Join us for a fun exploration of hot topics in Social Media. Facilitated by Jennifer Maggiore, Maggiore Consulting & Marketing.

Members: free; non-members: $25.00 ASBA’s Business Education Center

ASBA + Local First Arizona Joint Mixer

Lunch and Learn: Research & Development Tax Credits – WHAT?! More Changes? Tues., Nov. 30 11:30a – 1:00p

Wed., Nov. 17 6:00p – 8:00p

Join ASBA and Local First Arizona for a time of networking, drinks, hors d’oeuvres, raffles and door prizes. Members (ASBA and Local First Arizona): free; non-members: $10.00 The Bead Museum 5754 W. Glenn Drive, Glendale

ARIZONA SOCIAL NETWORKING Christina’s Networking @ 9:05 Thurs., Nov. 18, 2010 9:00a – 10:30a

Everyone will have the opportunity to share with the group what they do with a 30-second commercial. Attendees are encouraged to bring business cards, flyers, door prizes. Host: Christina Wagner. Free aLoft Hotel Tempe 951 E. Playa Del Norte Drive, Tempe

ARIZONA TECHNOLOGY COUNCIL Lunch and Learn: Google Apps Tues., Nov. 2 11:30a – 1:00p

Build on your online presence, client and employee collaboration, and productivity. Presented by Isos Technology. Members: free; non-members: $15 ASU SkySong 1475 N. Scottsdale Road, Scottsdale

Critical Facilities Round Table Wed., Nov. 10 7:30a – 9:00a

Benson Systems hosts discussion of business continuity and disaster recovery. Members: free; non-members: $20 Benson Systems 2065 W. Obispo Avenue, Gilbert

Information and actions to help you immediately improve your bottom line. Presented by Tri-Merit. Members: free; non-members: $15 ASU SkySong 1475 N. Scottsdale Road, Scottsdale

ARIZONA WOMEN’S EDUCATION & EMPLOYMENT Faces of Success Luncheon Thurs., Nov. 4 11:00a

Reversing the Downward Spiral: AWEE helped turn Tracy Lea’s life around. She will tell her inspirational story at the luncheon. Individual tickets: $100; table of ten: $850; Premium Sponsorship table of ten: $1,250 Arizona Biltmore Resort

CENTRAL PHOENIX WOMEN Monthly Meeting Mon., Nov. 8 11:30a

Speaker: Sara R. Dial $75.00 The Ritz-Carlton, Phoenix invitation.htm

CHANDLER CHAMBER OF COMMERCE Ambassadors Committee Mon., Nov. 1 11:30a – 1:00p

The Ambassadors serve as hosts for the Chamber events. This select group of individuals is the liaison between the Chamber and the business community. If you have been a member of the Chamber for over three months and are interested in joining, please RSVP. Chandler Chamber of Commerce Brad Ness (480) 963-4571

Governor’s Celebration of Innovation: Arizona In Motion

Wake Up Chandler

Annual awards gala to honor Arizona’s technology leaders and innovators. Individual: member, $150; non-member: $200. VIP individual: member, $275; non-member, $325. Table of 10: member, $1,250; non-member, $1,750. Phoenix Convention Center/South Building Ballroom

Start off the morning by networking with other businesses and check out the newly remodeled Chandler Center for the Arts. Sponsored by Wells Fargo Bank and East Valley Tribune. Members: $5; non-members: $15 Subaru Superstore of Chandler 1050 S. Gilbert Road, Chandler

Thurs., Nov. 18 3:00p – 10:30p

Wed., Nov. 10 7:30a – 9a

(See Celebration of Innovation article on page 37)

Workplace Safety Meeting Mon., Nov. 15 12:00noon – 1:00p

Please confirm, as dates & times are subject to change.


N o v e m b e r 2010

Ag e n d a The workplace safety meeting was established in conjunction with the Association Safety Program (ASP), in partnership with SCF Arizona, to review ASP’s loss reports, develop the Chandler Chamber’s ASP plan and educate on workplace safety. This is your opportunity to ask critical workplace safety questions and receive straight answers. Chandler Chamber of Commerce

Holiday Enchantment Fri., Nov. 19

6:00p – 11:00p The Community’s kick-off to the holiday season, featuring the original “Taste of Chandler.” Presented by: Toyota Financial Services & The East Valley Tribune. $35 Crowne Plaza San Marcos Resort — Pavilion One San Marcos Place, Chandler

Holiday Charity Drive Tues., Dec. 7 8:00a – 9:30a

To benefit My Sister’s Place Domestic Violence Shelter. Suggested donations: canned food, toiletries, diapers, baby wipes and formula. Courtyard by Marriot/Fairfield Inn & Suites 1100 S. Price Road, Chandler

DENOVO BUSINESS ENTHUSIASTS Meet the Mediator Tues., Nov. 9 3:00p – 4:00p

The Economics of Mediation, An Untapped Business Resource. Free Kierland Business Center — 2nd Floor Boardroom. Seating is limited. 7047 E. Greenway Parkway, Scottsdale Theresa Keves, professional mediator: 480-272-9351

ECONOMIC CLUB OF PHOENIX November Luncheon Thurs., Nov. 18 11:30a – 1:30p

Featured: Thomas K. Linton, executive vice president & chief procurement officer of LG Electronics. Advance online registration and payment required, $80 for guests The Sheraton Phoenix Downtown


Good Morning East Valley

S.C.O.R.E. Appointments

“Protecting Your Business against the Single Greatest Threat of the 21st Century”: Our speaker will be James Harrison, a co-founder and the CEO of INVISUS. Members: $20; non-members: $30 Mesa Country Club

Mondays throughout the month 9a – 12noon

Free consulting sessions with a S.C.O.R.E consultant. Glendale Chamber of Commerce

Sunshine Club — Wednesday Edition

Wednesdays throughout the month 7:30a – 8:30a

Networking/Leads group for Chamber members. $75 quarterly dues Old Country Buffet Restaurant 17125 N. 79th Avenue, Glendale

Sunshine Club — Friday Edition Fridays throughout the month 7:30a – 9:00a

Networking/Leads group for Chamber members. $75 quarterly dues Bitzee Mama’s Restaurant 7023 N. 58th Avenue, Glendale

Monthly Blender Thurs., Nov. 18 5:00p – 7:00p

Meet and network with other members in a social atmosphere. Members: Free, non-members: $25 Arrowhead Hospital 18701 N. 67th Avenue, Glendale.

MESA CHAMBER OF COMMERCE Wednesdays in Paradise

Wednesdays throughout the month 7:30a – 8:30a

No-host breakfast Paradise Bakery & Café 3426 E. Baseline Road, Mesa

Mesa’s Morning Mixer Tues., Nov. 2 7:30a – 8:30a

Morning Mixers showcase a different business each month and offer the opportunity to network and socialize with business professionals from all over the Valley. Members: $5; non-members: $15 Nissle Fine Portraiture 1215 E. Brown Road, Mesa

Grow Your Business Tues., Nov. 9 11:30a – 1:00p

Business networking luncheon and speakers. Members: $15; non-members: $25 Buca di Beppo 1730 S. Val Vista Drive, Mesa

Fri., Nov. 12 6:30a – 9:00p

Taste of Mesa — Aviation Fascination Tuesday, November 16 5:30p – 8:30p

The Commemorative Air Force Museum and the East Valley Aviation and Aerospace Alliance invites you to an evening of AVIATION FASCINATION! Free and open to the public Commemorative Air Force Arizona Wing Aircraft Museum 2017 N. Greenfield Road, Mesa marketing/aviationfascination.aspx

Women’s Business Wed., Nov. 16 11:30a – 1:00p

Lunch and networking. Members: $15; non-members: $25 Citadel Assisted Living Retirement Community 520 S. Higley Road, Mesa


Webinar participation also available. Members: $100; non-members: $110; student/life member/CLE award: $90 Black Canyon Conference Center 9440 N. 25th Avenue, Phoenix


Wed., Nov. 10 9:00a – 10:30a

Do you know what your business owns? Learn about your business’s most valuable asset — intangible property. Featuring Maria Crimi Speth. Members: $15; non-members: $30 Phoenix Country Club

November Welcome Meeting — New and Prospective Members Wed., Nov. 10 10:00a – 11:00a

This casual, informational meeting will highlight the best local and national benefits so that you can get the most from your NAWBO Membership. Free Phoenix Country Club

November Luncheon Wed., Nov. 10 10:45a – 1:00p

Teamwork, Service and Leadership — Words of Wisdom from Arizona Leaders. Members: $38; non-members: $48; late fee; $15 late fee; day-of fee: $25 Phoenix Country Club

NAWBO Community Service Day Fri., Nov. 19 5:00a – 9:00p

Volunteers needed to be a part of St. Vincent de Paul’s largest fundraising event of the year. Free Arizona Biltmore


Mondays throughout the month 12noon – 1:00p

Generate leads by building relationships. Members: $15, non-members: $25 Rock Bottom Brewery Desert Ridge

Wednesday Networking

Wednesdays throughout the month 12noon – 1:00p

Generate leads by building relationships. Members: $15, non-members: $25 Catch 22 Sports Bar 18725 N. 32nd Street, Phoenix


Wednesdays throughout the month 7:30a – 8:30a

Round table discussion focused on business owner issues. Members: $15, non-members: $25 Rustic Café 20811 N. Cave Creek Road, Phoenix

Networking Luncheon Tues., Nov. 2 12noon – 1:00p

Increase your business by networking at different Chamber members restaurants each month. Members: $15, non-members: $25 Rochelli’s Pizza House 21043 N. Cave Creek Road, Phoenix

In B u s i n e s s M a g a z i n e


Ag e n d a Networking Luncheon Fri., Nov. 5 12noon – 1:00p

Increase your business by networking at different Chamber members restaurants each month. Members: $15, non-members: $25 Catch 22 Sports Bar 18725 N. 32nd Street, Phoenix

New Member Orientation Fri., Nov. 12 8:00a – 9:30a

Discuss benefits of joining the NPCC. Continental Breakfast provided. Free Paradise Valley Community College KSC Building, Room 212

Networking Luncheon Tues., Nov. 15 12noon – 1:00p

Increase your business by networking at different Chamber members restaurants each month. Members: $15, non-members: $25 Rochelli’s Pizza House 21043 N. Cave Creek Road, Phoenix


Thurs., Nov. 18 5:00p – 7:00p

Promoting various members at their place of business. Bring a gift for our business card drawing and receive a 60-second commercial, plus a copy of all attendees’ business cards. Members: free; non-members: $10 Best Western 1615 E. Northern Ave, Phoenix

NORTH SCOTTSDALE CHAMBER OF COMMERCE Ribbon Cutting Event Mon., Nov. 1 5:00p – 7:00p

Monday Night Football and ribboncutting ceremony. Free Kinnick’s Sports Grill 7000 E. Shea Blvd, Scottsdale

NSCC Breakfast Wed., Nov. 3 7:30a – 9:00a

Breakfast with a purpose. Learn how to recruit, hire, utilize and retain interns in your business. Guest speaker. Members: $15; non-members: $25 Paradise Valley Community College Black Mountain

Ribbon Cutting Event Thurs., Nov. 4 5:00p – 7:00p

Curves Via Linda ribbon-cutting ceremony.

Free Curves Via Linda 10135 E. Via Linda, Scottsdale

15205 N. Kierland Blvd., Scottsdale

The Big Bad Barn Bash 2010

Thurs., Nov. 18 4:30p – 6:30p

Sat., Nov. 6 5:00p – 9:30p

Live music, catered dinner, auction, parade of horses and gambling under the stars. $75 per person Horses Help Therapeutic Riding Center 2601 E. Rose Garden Lane, Phoenix

Philanthropic Committee Meeting Tues., Nov. 9 7:30a – 8:30a

Philanthropic Committee members participate in rewarding and worthwhile projects that benefit those who are less fortunate in our community. Free The Breakfast Joynt 14891 N. Northsight Blvd., Scottsdale Christine McConnell (480) 458-2626

The Entrepreneurial Equation Tues., Nov. 9 7:30a – 8:30a

It’s Your Business. Only you can make the most of it. As a business owner, you probably have your hands full minding day-to-day-activities. Are you taking advantage of the financial strategies and tools available to help you run your business more effectively? Free, breakfast included with RSVP The Elephant Bar 7000 E. Mayo Blvd, Phoenix Cynthia Wheeler (480) 948-1028

Business Resource Lunch Wed., Nov. 10 11:30a – 1:00p

Create MORE exposure for your individual business. Members: $15; non-members: $25 Monterra at WestWorld

Refugee and Immigrant Relief Center Gala Charity Event Sat., Nov. 13 6:00p – 9:00p

Be a part of helping our refugee and immigrant families make a new home in our community. Includes dinner, performances, guest speakers, silent auction and raffle. $50 donation minimum Horses Help 2601 E. Rose Garden Lane, Phoenix

Meet & Mingle Wed., Nov. 17 5:00p – 7:30p

Held third Wednesday of the month at different member businesses. Members: free; non-members: $25 Tommy Bahama Restaurant

Kokopelli Mexican Grill Ribbon Cutting Food and beverage specials, raffle drawing and ribbon-cutting ceremony. Free Kokopelli Mexican Grill 14747 N. Northsight Blvd, Scottsdale

PACE Conference on Authentic Public Participation Thurs., Nov. 4 All-day event

This year’s conference will bring together renowned speakers in the area of civic engagement and more than 100 audience members from across the greater Phoenix metropolitan area. Free Peoria City Hall Complex

Networking and 9 Golf Event Fri., Nov. 19 3:00p start

3:00p – 3:30p networking and optional practice time on the driving range, followed by a Shotgun start promptly at 3:30p. Any ability level is welcomed. Members: $35; non-members: $40 Location TBD Pre-registration required

Thurs., Nov. 4 5:00p – 7:00p

Ribbon Cutting Ceremony for Simply Beautiful Faces Free Simply Beautiful Faces @ Salon Boutique 17550 N. 75th Avenue, Glendale

Montessori Kingdom of Learning Ribbon Cutting

Public Relations Committee Meeting

Fri., Nov. 5 5:00 – 7:00p

Wed., Nov. 24 1:00p – 2:00p

No-host luncheon Maggiano’s Little Italy 16405 N. Scottsdale Road, Scottsdale

Ambassadors Committee Meeting Tues., Nov. 30 7:30a – 8:30a

Ambassadors are actively involved in all aspects of our events and play a key role in North Scottsdale Chamber of Commerce’s continued growth. Our Ambassadors are the welcoming arm of our Chamber and community. Free The Breakfast Joynt 14891 N. Northsight, Scottsdale

Montessori Kingdom of Learning — 15-year anniversary ribbon-cutting ceremony and barbecue to celebrate. Free Montessori Kingdom of Learning 13111 N. 94th Drive, Peoria

CarLife Ribbon Cutting Tues., Nov. 9 10:00a – 10:30a

Ribbon-cutting ceremonies for CarLife. Free CarLife 7909 W. Campo Bello, Glendale

Business Development Committee Meeting Tues., Nov. 9 4:00p – 5:00p


Free Peoria Chamber of Commerce APS Conference Room

Network Group Tues., Nov. 2 7:30a – 8:30a

Networking among members to learn more about each other’s business. $4 fee for continental breakfast Firebirds Wood Fired Grill 16067 N. Arrowhead Fountain Center, Peoria

Chamber Workshop Wed., Nov. 3 7:30a – 9:00a

Simply Beautiful Faces Ribbon Cutting

Financial Planning to Educate Businesses within the Chamber Free City Point of View Room 9875 N. 85th Avenue, Peoria Susan Bao (602) 615-6227

Network Group Tues., Nov. 16 7:30a – 8:30a

Networking among members to learn more about each other’s business. $4 fee for continental breakfast Firebirds Wood Fired Grill 16067 N. Arrowhead Fountain Center, Peoria

Chair Massage 2 U Ribbon Cutting Tues., Nov. 16 3:30p – 4:00p

Ribbon cutting ceremonies for Chair Massage 2 U Free

Please confirm, as dates & times are subject to change.


N o v e m b e r 2010

Ag e n d a Chair Massage 2 U 11122 W. Alabama Avenue, Youngtown

M&I Bank Mixer Wed., Nov. 17 5:00p – 7:00p

Free M&I Bank 9035 W. Union Hills Drive, Peoria

Monthly Breakfast Meeting Tues., Nov. 23 7:30a – 8:30a

$10 advance, $12 at the door Rock Bottom Restaurant & Brewery 7640 W. Bell Road, Glendale

Military Affairs Committee Meeting Wed., Nov. 24 8:00a – 9:00a

Free Peoria Chamber of Commerce APS Conference Room

Governmental Affairs Committee Meeting Wed., Nov. 24 4:00p – 5:00p

Free Peoria Chamber of Commerce


Thurs., Nov. 4 – Sun., Nov. 7 12noon Saturday – 6:00p Sunday

A celebration of Hispanic and Latin culture. Free 7380 E. Second Street, Scottsdale

Edward Jones Career Diversity Expo Mon., Nov. 8 11:00a – 12noon

Present mission, services and strategies to Edward Jones associates and leaders. Free Edward Jones Café 8620 S. River Parkway, Tempe

Edward Jones Diversity Career Fair Thurs., Nov. 11 4:00p – 7:30p

A great opportunity for individuals to learn about Edward Jones, network with associates and team leaders, present qualifications, and apply for available positions. Free Edward Jones Training Center 8333 S. River Parkway, Tempe


Red Carpet Fall Tradeshow

Member Orientation

Join us on the “red carpet” immediately following our Sterling Awards luncheon! Scottsdale’s premiere business-tobusiness tradeshow is the most anticipated tradeshow of the year! Generate Leads. Build Relationships. Create Buzz! Free to attend the event; sponsorships and booths still available Scottsdale Resort and Conference Center (480) 355-2700 (See Sterling Awards article on page 37)

Wed., Nov. 3 7:30a – 9:00a

Meet and network with other Chamber members, meet the Chamber staff and volunteer leaders and learn about the resources available to you through your membership. Scottsdale Area Chamber (480) 355-2700

Champions Breakfast – 30-Second Claim to Fame Thurs., Nov. 4 7:15 a – 9:00a

First impressions matter. Everyone needs a 30-second “elevator speech.” Build relationships, generate leads and create buzz. Members: free; guests: $20 Scottsdale Fashion Square (Food Court, North side) (480) 355-2700

First Friday Airpark Breakfast: Airpark Identity & Branding Fri., Nov. 5 7:15a – 9:00a

A Continuation of Next Steps Scottsdale: What is the Airpark’s brand and why is having a strong brand imperative to its continued success? How can the Airpark business community work together to build upon the Scottsdale Airpark brand? Be a part of the conversation and take the next steps with us! Members: $15 ($20 day of event); guests: $25 ($30 day of event) Vi at Silverstone 23005 N. 74th Street, Scottsdale (480) 355-2700

Meet Your Airpark Neighbors Lunch Fri., Nov. 12 11:30a – 1:00p

The Chamber’s Airpark Committee invites you to meet your neighbors in the Scottsdale Airpark! $5 includes networking & lunch Xona Resort Suites 7677 E. Princess Blvd., Scottsdale

25th Annual Sterling Awards Tues., Nov. 16 12noon – 2:00p

Recognizing excellence, innovation and community stewardship, the Sterling Awards embody the spirit of our organization by celebrating the people and companies that make our community a great place to live, work and play. $75. Sponsorships and corporate tables available. Scottsdale Resort and Conference Center (480) 355-2700 (See Sterling Awards article on page 37)

Tues., Nov. 16 2:00p – 6:00p

Champions Breakfast — Business Card Bingo Thurs., Nov. 18 7:15a – 9:00a

A fun twist on business networking! Gather business cards (and contacts) while trying to complete a business bingo card! Members: free; guests: $20 Check website for location

TEMPE CHAMBER OF COMMERCE Networking @ Noon Thurs., Nov. 11 11:30 a – 1:00p

Learn the art of relationship building, enjoy a fantastic lunch and have fun promoting your services at this “speed dating for business” event. Members: $25 in advance, $30 day of; general public: $35 Heidi’s Events and Catering 2095 W. 15th Street, Tempe (480) 967-7891

Business Before Hours Tues., Nov. 16 7:30a – 8:30a

Bring brochures and business cards and be ready to give a 30-second commercial about yourself or your business. Light breakfast is provided. Members: free; general public: $7 Sam’s Club 700 N. 54th Street, Chandler (480) 967-7891

Business After Hours Wed., Nov. 17 5:30p – 7:00p

A welcoming and casual atmosphere where you can meet and mingle with other members of the business community. Members: free; general public: $10 California Pizza Kitchen Tempe Marketplace (480) 967-7891

Hot Topics and Lunch — Special Guest Speaker Michael Crow Thurs., Nov. 18 11:30a – 1:00p

“ASU in 2020.” Dr. Crow will look at

where society, education and business are likely to intersect in the future and address how one of the nation’s largest colleges intends to maintain a pivotal role in the educational community. Members: $25 in advance, $30 day of; general public: $35 Fiesta Resort Conference Center (480) 967-7891

State of the City Address with Tempe Mayor Hugh Hallman Tues., Nov. 23 7:00a – 9:00a

Civic, business and political leaders of the Valley come together at this breakfast event to hear Mayor Hallman’s yearly update on Tempe as he shares his perspective on its business, educational and social cultures. Members: $50; general public: $70; table of 10: $500; advance RSVP required The Buttes, A Marriott Resort (480) 967-7891


Tues., November 2, 2010 11:30a – 1:30p

Spirit of Philanthropy Luncheon $35.00 SKYE Fine Dining 16844 N. Arrowhead Fountain Center Drive, Peoria

WOMEN OF SCOTTSDALE Monthly Meeting Fri., Nov. 19 11:30a – 1:30p

Annual Spirit of Scottsdale Luncheon $35 The Westin Kierland Resort & Spa

WORLDWIDE EMPLOYEE BENEFITS NETWORK — PHOENIX Voluntary Products Thurs., Nov. 11 7:30a – 9:15a

With the rising cost of healthcare, employers are relying more on voluntary products to provide cost-effective solutions for employees. Phoenix Country Club Monica Mavis (623) 203-5177 To have your organization’s events included in the In Business Magazine On the Agenda pages, please send notices to

In B u s i n e s s M a g a z i n e



We Value What We Own

Suit Up!

Work Your Body Right

Work Wear for Women

Office Chair Design an Essential

Nordstrom Suit: Classiques Entier® ‘Stucco Mélange’ Jacket $268.00

Women’s business attire can be a rather difficult matter. What is considered appropriate at the office? Or for you, does fashion come first? Some fashion experts say that the latest trend of short skirts and dresses is not suitable for work, even when paired with tights or leggings. For those unsure of which trends to follow and which ones to buck, going back to the basics might be the right choice. A freshly pressed pair of slacks and a flattering blazer will be what gets you noticed. The best aspect of contemporary work wear is that these suit separates can be mixed and matched. Say goodbye to that same old routine every week. Change up the choice of blouse, nix the blazer and wear flats one day, and go for full frills the next day with a gauzy number and stilettos. Get creative and make at least seven different outfits out of just two suits.

Saks Fifth Avenue in Phoenix Nordstrom in Scottsdale Neiman Marcus in Scottsdale

Shine On Local Shoeshine Joints There’s something classic about a good shoeshine. It allows you to kick back, relax and recall the “olden days” of Frank Capra movies, wise guys and impeccably tailored suits. Think of it as a much-needed pedicure for your Oxfords. Your shoes, and your clients and co-workers, will thank you. (Not to mention you’ll have some time to read your favorite newspaper.)


N o v e m b e r 2010

Kenneth F. Muhich, D.C., of Stetson Chiropractic in Scottsdale has some helpful tips regarding your search for the perfect office chair. Before writing it off as “just a chair,” remember that you’ll be spending almost eight hours every day in that seat. Deliberate about your choices just as you would when shopping for a mattress, as many of the same factors apply. Dr. Muhich states that “your height, weight, posture and areas of pain” all need to be taken into account. The ideal office chair will allow you to rotate 360 degrees and adjust chair and arm height as well as the angle of the chair back. That way everyone in the office can adjust their chair to fit their own body’s needs. Still, the perfect chair cannot cure all of your slight aches and pains. Dr. Muhich wants to remind you to stretch every half hour or so. Don’t be afraid to take Goodmans Interior a small break! Structures Stetson Chiropractic

Chair: Aeron® Price: $849.00

Enjoy the simple, friendly and one-on-one services with owner Andy at Andy’s Shoeshine and Repair, a 41-year-old parlor and a real Phoenix relic. 114 W. Adams Street, Phoenix • (602) 256-9353 Come into V’s Barbershop (and shoeshine) for a clean shave, a bit of polish, and to watch the game in a retro environment. 4801 E. Indian School Road, Phoenix • (602) 508-8600 Tony’s Shoe Repair has been giving shoes fast, affordable, top-to-bottom makeovers — and shoeshines — since 1940. 1619 W. Bethany Home Road, Phoenix • (602 433-0915 Shop till you drop at Nordstrom in Scottsdale, but make sure you drop into one of the seats of the shoeshine stand in the men’s department! 7055 E. Camelback Road, Scottsdale • (480) 946-4111 Make the business deal of the century by getting a shoeshine before your flight or by hiring Goodfellows Shoe Shine for your company event. Phoenix Sky Harbor Airport • Terminals 2, 3 & 4 • (702) 367-1757

Meals that Matter

Power Lunch

The 50% Power Lunch There is the more casual side to a powerful business lunch or meeting over meals. When you have that casual client or aim to “impress” in a whole new light, these establishments will be the perfect close.

FEZ on Central — Phoenix

With its contemporary atmosphere, FEZ is great for a quick, casual lunch. It will be bustling, but that fits the urban experience for that metropolitan client. 3815 N. Central Avenue, Phoenix (602) 297-8700

Postino on Central — Phoenix

This new standard is casual and credible. Taking your meeting here will get you noticed fast. What you order will impress as well. 5144 N. Central Avenue, Phoenix (602) 274-5144

The “Classic Steakhouse,” Served with a Twist A fresh approach to food and ambiance makes Modern Steak the real deal

Photos: Modern Steak, 5th and Wine

By Gremlyn Bradley-Waddell Need to meet with the boss or close a big deal? Hammering out details is always more palatable over prime-aged beef, and Modern Steak is one of the most delectable places around in which to do it. The stylish Scottsdale Fashion Square restaurant is “an updated version of a classic steakhouse,” says Sam Fox, founder of Fox Restaurant Concepts, which boasts around 30 eateries in Arizona, Colorado, Kansas and Texas. The menu showcases traditional favorites like beef (a 14-oz. New York Strip is $39) and potatoes ($9, serves two), but takes a lighter and healthier approach, particularly when it comes to side dishes. That means less butter and cheese and more veggies and seafood. Incidentally, Fox says the Merus King Crab starter is likely “the best appetizer you’ve ever had in your life.” As for the vibe, forget those clubby, dimly lighted steakhouses of yore. Modern Steak is “bright and light,” he notes, with a sophisticated, upbeat ambiance sure to charm even the most demanding clients during lunch or dinner meetings. Three private dining rooms are also ideal for corporate functions. So, relax and enjoy the meal. Choosing Modern Steak as a meeting place proves you’re a business pro — and one with good taste. Modern Steak 7014 E. Camelback Road, Suite 1433 Scottsdale, AZ 85251

5th and Wine — Scottsdale

Simple and tasteful is the order of the day when you bring your business to the table at this well-serviced establishment. You can’t go wrong here. Make that tough deal. 7051 E. 5th Avenue, Scottsdale (480) 699-8001

RnR — Scottsdale

New and rocking at night, it gives up vibes that make lunch here a definite must for that client you need to schmooze. Subtle enough to get the deal and credible enough to make it last. 3737 N. Scottsdale Road, Scottsdale (480) 945-3353

Zang Asian Bistro — Glendale

Show them who you are by closing that deal over some casual culture. Spice up the conversation and settle on some Kung Pao Chicken. 6835 N. 58th Drive, Glendale (623) 847-8888

(480) 423-7000

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Arizona State University


W. P. Carey School of Business P.O. Box 874106 n Tempe, AZ 85287-4106 Phone: 480-965-6201 n Fax: 480-965-2180

MEMBER COMMUNIQUÉ Nov. 2010 - Feb. 2011

Scottsdale Pride Scottsdale is indeed a special place. For the resident, it is a hightouch, well-designed city with a historically strong affinity for the things – large and small – that make it a wonderful place to live. Rick Kidder For businesses, Scottsdale offers a kind of caché not found in most suburban cities – an incredibly vibrant business presence. There is a pride of place evident in everything around us in Scottsdale. Our design standards are high. Our sign ordinance is among the most stringent in the nation. Our setbacks provide view lines. Our public art surpasses every community I know, and our streets seem a little bit cleaner and a little bit wider. Scottsdale in many ways has moved forward while holding fast to that which was good. It looked ahead without losing the power of what preceded us, a recipe for pride that too many communities forget. From Cavalliere’s Blacksmith Shop and the Rusty Spur to the energy and drive of Fashion Week and foodie bliss from top chefs, Scottsdale has held onto its Downtown while still changing with the times. As the city has grown, it has maintained a rugged insistence to excellence of place. Our parks and libraries are the envy of any community. Our Airport is a bustling hub of activity for recreational and business travel alike. Our neighborhoods feel special and alive, and our business centers have become diversified and as rugged as the desert itself in the face of tough challenges. These last few years for everyone have been times to separate needs from wants. And it is from observing the identified needs that one gets a sense of the values of the place. Scottsdale has had to make difficult choices but still opened a new library, invested in the arts and worked hard to ensure that citizens still had a community about which they could feel great pride. We are fortunate to live and work in such a place.

Your Voice. Your Future. Great Places reinvent themselves. Great places reflect a set of core principles derived from the community itself. Great places address their immediate challenges in light of the greater goal. Scottsdale must not just be great now but rather must be great in perpetuity. Mediocrity is unacceptable. On September 15th, 250 of Scottsdale’s most influential business and civic leaders gathered together to launch a community dialogue and visioning process about Scottsdale’s economic future called Next Steps Scottsdale: Building an Action Plan for Economic Growth. Those in attendance included citizens, business leaders representing both large and small businesses, members of the public, elected leaders, and volunteer members of the city’s boards and commissions. The full house of leaders in attendance vowed to be part of the solution, with 97% of the attended responding to a post-symposium survey indicating they would attend future Next Steps Scottsdale events and more than 90% saying that the symposium has energized them to become more active in economic development policy. Seven years have passed since several key business leaders in Scottsdale brought us Which Way Scottsdale? That oft-quoted report was the result of comprehensive research and interviews with a large number of Scottsdale’s stakeholders conducted, compiled and analyzed by the Morrison Institute for Public Policy at ASU. Which Way Scottsdale? effectively changed the dialogue in our city at a time when we were only beginning to recognize that we were a city without a clear, consensus-driven path to the future. Our hope for Next Steps Scottsdale is that it does the same. In those seven years since Which Way Scottsdale?, much has changed and much remains the same. The questions raised by the Morrison Institute report ring as true today as they did then, although the economic context has changed dramatically. As a community, we must address how we will build on our own success without sacrificing the things that make Continues on pg. S@W 07

The Scottsdale Area Chamber of Commerce is the largest business organization in Scottsdale providing business advocacy, education, networking, leadership and exposure opportunities to our member businesses. The Chamber actively works to maintain Scottsdale’s high quality of life and create an environment where business innovation, excellence and entrepreneurship can thrive. For more information visit www. or call 480.355.2700.

Rick Kidder, President/CEO

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Congratulations Sterling Award Finalists! Excellence. Innovation. Community Stewardship. These are just a few words describing this year’s finalists for the 2010 Sterling Awards, the Scottsdale Area Chamber of Commerce’s annual awards celebration recognizing the best and the brightest businesses in Scottsdale today. From large corporate entities to volunteer-driven nonprofit organizations bettering the community, each of these businesses are at the pinnacle of their industry, leading by example and inspiring other businesses to overcome the challenges and savor the successes earned by rising above the rest. Four teams of volunteer judges evaluated all applicants, resulting in the following finalists:

Micro Business (1-6 Employees)

Small Business (7-99 employees)

Recognizes an emerging business exhibiting success through innovation, creativity and collaboration.

Recognizes a small company demonstrating innovation, quality, professionalism and commitment to community.

Celebration of Fine Art The Celebration experience is unique. The opportunity to meet 100 working artists, visit their studios, find out how and why they do what they do and participate in their creative processes is something that you simply won’t find anywhere else. Visitors can meet the artists and watch them working in the full spectrum of art media: oil, watercolor, pastels, sculpture and assemblages to glass, ceramics, stone, furniture, jewelry and more. Works range from realistic to impressionistic, western realism to contemporary, landscapes to still life. With more than 40,000 square feet filled with works by known and emerging artists, first time buyers to serious collectors agree this juried, invitational show and sale is a must see.

Hot Air Expeditions Phoenix Hot Air Balloon rides have been a favorite of tourists and native Arizonans for many years. Our hot air balloon rides in the beautiful Arizona desert will be awe inspiring whether it is your first time or you are a repeat flyer. Our Phoenix area hot air balloon rides and excursions are perfect for corporate outings, birthdays, anniversaries, and special occasions of all kinds. We’ve even had wedding proposals while hundreds of feet over the Sonoran Desert. You can meet us at our launch site or we can arrange for pick-up at many of Phoenix area resorts.

Reliable Background Screening Since 1990, Reliable Background Screening has provided screening services for employers, business owners, schools, non-profits and landlords through nationwide background checks on new employees and new residents. Their expert staff allows clients to effectively and affordably obtain the background screening that helps maintain compliance with FCRA regulations (Fair Credit Reporting Act). RELIABLE’s clients look to them to help protect against the liability that comes from possible lawsuits as a result of hiring or renting to dangerous criminalsReliable Background Screening is the exclusive Preferred Provider of the Scottsdale Area Chamber of Commerce for background screening services. If you could have known, you should have known.® Sonoran Studios Sonoran Studios began in 1995 with Neil Schneider producing videos and events for youth groups. Today, Sonoran Studios has grown to include some of the most recognizable companies in the Southwest including The Phoenix Business Journal, Arizona Business Magazine, the Scottsdale Area Chamber of Commerce, Microchip, VIAD, Infusion Software, Crescent Crown Distributing, JDA Software, and others. Sonoran Studios produces video for the Web, social media, DVD and other broadcast channels. We also produce AudioVisual for live events, meetings, and galas, including PA systems, lighting, projectors, sound and more. Let us tell your story and get your video online fast!

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Payroll Experts Payroll Experts was founded on decades of hands on experience, knowledge and education. We operate in an extremely efficient, automated fashion using the best technologies and strongest management. Our role is to help make your organization run smoothly and efficiently while staying in compliance in the two areas of greatest exposure for any business: Payroll and HR. Calculation of your employees’ payroll checks must be infallibly accurate and always delivered on time; there can be nothing left to chance. Consequently, the hardware and software used must not only be the most efficient but also the most reliable and time tested. Human Capital Strategies After a successful 7+ year career in the financial services field, Jason Knight started Liberty Payroll & Benefit Solutions in August of 2002 to address the rising demand from business owners for government compliance support with integrity. After several years of building a highly respected and rapidly growing payroll & HR brokerage firm, Jason set out in 2007 (with the help of others) to develop what is now known as Human Capital Strategies®. It wasn’t easy, but, with support from many, we are thrilled to now say “we do what small business owners and office managers, don’t like to do, don’t know how to do and, often times, don’t even know they are supposed to do.®”

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Big Business

(100+ Employees) Recognizes a large company making a significant impact on the lives of its employees and the economic fabric of the community.

DMB Associates, Inc. DMB is an Arizona-based, diversified real estate company with real estate holdings through affiliated companies. Founded in 1984, DMB’s projects include signature commercial properties, resort/recreational and primary home communities, country clubs, health clubs and spas located in Arizona, California, Hawaii and Utah. DMB is known for creating places that complement and enhance the greater communities of which they are a part. The DMB name comes from the first initials of each of its three founding partners — Drew Brown, Mark Sklar and Bennett Dorrance. The partners have cultivated a corporate culture based on mutual respect, integrity, fairness, and a commitment to stand behind every business decision. Mayo Clinic At Mayo Clinic, doctors from every medical specialty work together to care for patients, connected by a common philosophy of “the needs of the patient come first.” The clinical practice is focused on adult specialty and surgical care in more than 65 medical and surgical disciplines, supported by outstanding programs in medical education and research. Since opening in Scottsdale in 1987, Mayo Clinic has evolved into an integrated, multi-campus system that includes the Mayo Clinic Building, the Samuel C. Johnson Research Building and the Mayo Clinic Collaborative Research Building on the Scottsdale campus, and the Mayo Clinic Specialty Building and Mayo Clinic Hospital on the Phoenix campus. Scottsdale Fashion Square Arizona’s premier luxury shopping destination, Scottsdale Fashion Square offers a compelling retail experience in the heart of Scottsdale. Elite brands beckon at every turn – Burberry, Hugo Boss, Gucci, Louis Vuitton, Tiffany & Co., Nordstrom and Neiman Marcus — as well as several new first-to market retailers including Barneys New York and the nation’s first Microsoft Store. We strive to meet community challenges through a combination of employee volunteerism, financial support, in-kind donations and partnerships with non-profit organizations which have missions consistent with our vision and values.

Non-Profit Recognizes a charitable organization contributing to the social, cultural, educational well-being of its constituents.

Gabriel’s Angels Gabriel’s Angels delivers healing pet therapy to abused, neglected and at-risk children. Our goal is to instill an overall emotional sense of well-being, safety and happiness in these children, and to help them to learn social skills that will break the cycle of violence as adults. We provide pet therapy services to nearly 100 agencies and serve over 12,000 children each year. Our services are free of charge to the agency and its children. Gabriel’s Angels pet therapy services are provided by volunteer pet therapy teams, usually consisting of a dog and its owner. Teams visit each participating agency on a consistent schedule, interacting with the children and staff. Every Kid Counts, Inc. For over 16 years Every Kid Counts has been dedicated to helping children in need and bringing hearts together to help provide programs that help today’s youth become tomorrow’s leaders through educational, athletic and philanthropic programs. Every Kid Counts allows youths to participate in programs that give them a great opportunity to learn, be involved and find solutions to the challenges they face in today’s society. Today’s youth are our gift to the future. Through Love, Charity and Empowerment we will ensure that our treasures arrive at their future safe, secure and inspired to make this world an even more beautiful place. St. Mary’s Food Bank St. Mary’s Food Bank Alliance, the world’s first food bank, is a non-sectarian, nonprofit organization that alleviates hunger by efficiently gathering and distributing food to sites that serve the hungry. Serving 13 of Arizona’s 15 counties, the organization is committed to volunteerism, building community relationships and improving the quality of life for Arizonans in need. St. Mary’s Food Bank takes very seriously and with unmatched pride its commitment as a responsible non-profit organization that is accountable to the community it serves. The Food Bank distributed more than 65 million pounds of food in 2008-09 to meet the needs of the ever-rising number of Arizona’s hungry - providing enough food into the community to provide nearly 300,000 meals per day.

25th Annual Sterling Awards Celebration and Red Carpet B2B Tradeshow Tuesday, November 16th Luncheon Registration and Networking: 11:30am-12:00pm Awards Luncheon: 12:00pm-2:00pm Tradeshow – 2:00-6:00pm Scottsdale Resort and Conference Center

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Growing Emerging Talent (GET) Phoenix: Attracting and Retaining the Next Generation of Business and Civic Leaders Mentorship: A group of experienced business mentors will meet with groups of Young Professionals and industry experts to exchange ideas, concerns and opportunities. This two-way exchange of ideas will foster growth in business, as well as developing the next generation of business and civic leaders.

Recognizing the changing demographics of the workforce, the Scottsdale Area Chamber of Commerce, in collaboration with business and community partners, has developed a unique and innovative program designed specifically to address the needs of the future workforce and create a focused effort to attract and retain young professionals to the Metro Phoenix area. About GET The mission of GET is to foster and cultivate a community of young professionals through partnerships and opportunities that accelerates the talents of emerging leaders throughout Metro Phoenix. The program is built on the following pillars of success: Professional Development: Educational workshops, seminars and training will prepare the next generation of business leaders for success in the workplace. Social Programs: Monthly social events will engage young professionals with like-minded individuals for personal and professional networking.

Community Outreach: Members of GET will actively reach out to local charitable foundations and nonprofit organizations to develop their leadership skills and give back to their community. Political Awareness: Young professionals are acutely aware of the political and social environment and the difference one person can make. GET will provide non-partisan education to engage this next generation of civic leaders. So What? Why Should I Care? To grow an innovation-based economy, cities must attract young professionals. The “innovation economy” rest largely with the next generation of knowledge workers. U.S. cities must develop and emphasize the quality of life amenities – the arts, public parks and trails, a strong after 5 scene – that attract the next generation. GET will allow tomorrow’s workforce to make meaningful connections to their community and to each other; and to access leadership development opportunities to enhance their career For more information visit

Top Five Reasons to Join the Scottsdale Area Chamber of Commerce CONNECT with Customers: With a minimum of 12 opportunities each month to network, you’ll make the connections that will help you grow your business. GROW your Bottom Line: Our exclusive member rewards programs allow you to start saving money on day one, often enough to pay for your membership! INCREASE your Visibility: Think of the Chamber as an extension of your Marketing Team! We can help you reach your target market through a wide variety of inexpensive advertising and exposure opportunities. LEARN new Business Skills: Stay on top of the latest business skills, resources, and ideas to give you a competitive edge. Knowledge is power! INFLUENCE Decisions: Isn’t it time you had a business voice in government? We are an influential organization that advocates on your behalf at the city, state and national levels on issues affecting our quality of life and our quality of business. Join the Chamber Today! Visit or email Tina Miller at or call 480-949-6283

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GROW your bottom line

Members of the Scottsdale Area Chamber have access to exclusive discounts to help them save money and grow their bottom line. Our Chamber Rewards program provides discounts on health insurance, legal services, workers compensation, office supplies, technology services and more. Visit to learn more.


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Scottsdale@WOrk - 05

News Bites Executive Edge Is leadership development within your organization a priority that needs attention? Do you have executives or emerging leaders on your senior management team that you have identified as key to your success? Are you seeking strategies to improve your own effectiveness as a leader within your organization? The Scottsdale Area Chamber can assist you in developing leadership skills through our Executive Edge program. Executive Edge is a confidential and exclusive peer-to-peer advisory panel designed to provide real solutions to the real problems you are facing in your business. Executive Edge is designed for CEO’s, Senior-Level Executives and Emerging Leaders who are working “on” the business versus “in” the business, by bringing together 8-10 individuals from diverse industries and backgrounds who meet monthly to discuss matters of business and personal interest. Meetings are structured and follow a strict protocol to ensure the integrity of the information exchange. Groups are led by a trained facilitator who is responsible for ensuring productive, stimulating meetings and reinforcing the ground rules of engagement.

Solving Problems. Minimizing Risks. Finding Solutions. Visit

Connect with the Chamber

Chamber Members Give It Forward The Chamber’s Ambassador Committee is pleased to announce that it has raised more than $7,000 for the Boys and Girls Clubs of Greater Scottsdale (BGCS) through“Give It Forward,” the chamber’s community outreach program. These funds will go to the Clubs scholarship program, to help lay a solid foundation for the development of tomorrow’s leaders in Scottsdale. Give It Forward is the Scottsdale Area Chamber of Commerce’s community outreach initiative, launched in 2009 by members of the Chamber’s Ambassadors Committee. The goal of Give It Forward is to provide member-to-member assistance to our nonprofit neighbors. Members of the Give It Forward committee provide their support through volunteer time, donation of goods and financial assistance, and actively encourage and recruit fellow Chamber members to participate in Give It Forward initiatives.

Get Involved For more information visit the Give It Forward website, or contact committee chair, Jeff Jameson, at 480.668.3676 or

Become a fan on Facebook: ScottsdaleChamberFans

Follow us on Twitter:

Get Noticed in the Marketplace

The Chamber’s Member Marketplace is the most frequently visited page on our website with more than 10,000 views per month! Our members post their company news, events and coupons for immediate, real-time exposure! Information posted in the Member Marketplace is available to the public and can be posted anytime and as frequently as you’d like. This is a great way to get exposure for your business. And it’s FREE for Chamber members at the Classic level and above!

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Join our Groups on LinkedIn

View photos from our events on our flickr page: scottsdalechamber/sets

Volunteer and Gain Valuable Exposure As a membership-based, volunteer-driven organization, we rely on our volunteers to help advance the Chamber’s mission and vision. As members of the Scottsdale Area Chamber, our volunteers have the opportunity to lend their knowledge and support to a number of committees and advisory councils -from being an Ambassador, debating public policy, developing business and educational programs or guiding economic development in Scottsdale! Serving on a Chamber committee or advisory council is one of the best ways for our members to gain additional exposure for their business, leverage themselves to get in front of their target audience and have a voice at the table to help shape the Chamber.

Learn More For more information or to get involved, go to our website, and click on Advisory Councils & Committees under About the Chamber.

Check out our YouTube Channel: scottsdalechamber

Connect with the Chamber on our Social Media sites

Celebrate the Holidays with the Scottsdale Area Chamber of Commerce

The Scottsdale Area Chamber invites you “Celebrate the Season” with us on December 6 at the beautiful Firesky Resort & Spa in Scottsdale. This is our most popular Business After Hours networking mixer of the year, so please join us for a festive evening with good friends, great food and lots of holiday cheer! For complete details, go to events. or call 480-355-2700 to RSVP.

In B u s i n e s s M a g a z i n e

Continued from pg. S@W 01 our community unique. Is our legacy at risk? Can Scottsdale get past the stopsdale perception? How will we as a community work with our regional partners? Next Steps Scottsdale calls for big ideas and bold moves. It invites us to look towards the future with a clear vision of who we want to be and what we will be known for. As a community leader and community steward, the Scottsdale Area Chamber of Commerce stands with our business community by calling upon our citizens and elected leaders to advance a collaborative vision and strategic economic development plan to ensure Scottsdale remains a leader in the global marketplace. Morrison Institute will be analyzing the data collected at the event and develop a new report which will be made available to the community. It is our vision that this report helps to establish a powerful vision for Scottsdale’s economic future, one which we hope will provide more opportunities for dialogue, more opportunities for collaboration and most importantly, become a catalyst for the action and the energy needed to ensure Scottsdale remains a truly superior place to live, work and play.


Rick Kidder, President & CEO Debra Kuffner Chief Operating Officer Cindi Eberhardt Vice President

Board of Directors Executive Committee Board Chair Kurt Zitzer Meagher & Geer, PLLP Vice Chair Eric Larson AVB Development Partners Immediate Past Chair Karen Wittmer-Jekel

Member Value Advisory Council Steve Helm Westcor / Scottsdale Fashion Square

Treasurer Mark Eberle Henry & Horne, LLP

AT LARGE MEMBERS Jennifer Bongiovanni Karas, Green Ideas, Inc.

Economic Development Advisory Council Bryce Lloyd FirstBank of Arizona

Kurt Brueckner, Titus, Brueckner, Levine & Johnson, PC Judy Egan, JRE Enterprises, LLC

Emerging Issues Angela Creedon ASU Public Affairs

4725 N. Scottsdale Road, Suite 210 Scottsdale, AZ 85251 Ph 480.355.2700 fax 480.355.2710

Public Policy Advisory Council Bill Heckman Heckman Marketing Associates

Scottsdale Partnership Melinda Gulick DMB Associates

Dale Fingersh, The Right Direction Rick Kidder, Scottsdale Area Chamber of Commerce

© 2010 Scottsdale Area Chamber of Commerce. A publication of the Scottsdale Area Chamber of Commerce. For more information or to join the Scottsdale Chamber, please contact us at Section designed by InMedia Company, LLC.

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INFOCUS: A YEAR IN THE LIFE OF THE CHAMBER With over 200 events each year, Scottsdale Area Chamber events are the place to be! Here’s a look back at just some of the amazing opportunities our members have had to connect with old friends, meet new people, learn new business skills and hear experts speak on topics important to business. Be part of the energy and excitement by visiting and come on out to a Chamber event today! 1















16 17


1. Michael Sherman and the SRP Team, winners of the Spring Chamber Golf Tournament. 2. Cari Woods and Good Morning Arizona’s Tara Hitchcock at Inspire 3. Dr. George Land discusses innovation at FAB. 4. Dale Fingersh, Mike Binder, Mike Baranack and John Froelich at FAB 5. Marsha Harrison, Judge Lynn Toler, Beth Burnett and Debra Kuffner at Inspire 6. Steve Helm, Tom and Mary Sadvary at a Partner Council Wine Tasting 7. Angela Creedon, Sammy Glassman and Liz Hyatt at the Sterling Awards 8. Great networking at Champions Breakfast 9. Chip Lambert teaches Advanced Networking Strategies 10. Rick Kidder being interviewed at our Fall Tradeshow 11. New and renewing members at our monthly Orientation 12. A ribbon cutting at Fashion by Robert Black 13. Michele Yates demonstrates her bowling form at Business After Hours 14. Rick Kidder at our Volunteer Appreciation Party 15. LaChelle Hunt and Channel 12 anchor Fay Fredricks at Inspire. 16. Flight attendants Sarah Hansen and Tina Miller at our spring Airpark Tradeshow 17. Wendy Hafen, Allison Russell, Greg Swiszcz, Scott Harkey, and Maria Urtubey at GET Phoenix 18. Ann Seiden moderates the GET Ceo Forum featuring Craig Jackson, Rachel Sacco, Tom Sadvary and Brad Casper 19. Meet Your Airpark Neighbor Luncheon at Tommy Bahama


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welcome to asba

Donna Davis

Did you know that 97 percent of the businesses in Arizona are classified as small business? The federal definition of a small business is one that has 500 employees or less, leaving almost all of Arizona’s business to fall into the small business category. Because of that, it is imperative that the small business community unite and have our collective voices heard. We need to be committed to and passionate about preserving a prosperous community that is sustained by competitive businesses. How do we do that? One way is through collaboration and cooperation.

At asba, we have our Member-2-Member Marketplace Do business with one another. which encourages our members to do business with each other. Let’s grow our own. Buy local. Whenever possible, shop local and keep more money in our state. Barter. You’ll be amazed at what you can get if you just ask for it. Have a voice. Hold our elected officials accountable for focusing on key legislation aimed at stimulating the economy and creating jobs. Don’t get off into the weeds. Stay focused. Sometimes we want to do it all, but that isn’t always the best way to grow your business. It is best to focus on a few things and do them well. Constantly retool and retrain. In a fast-paced world with increasing complexity, it’s critical to update yourself and your team with timely education and training. We help individuals work smarter and earn college credit with convenient, low-cost educational programming through our 24/7 online asba|academy (over 300 courses offered). Any of us who currently run a small business (or have in the past) know that it takes resourcefulness, resiliency and courage. There are ups and downs in the market that test your business, but the ones that make it through are stronger and more resilient than before. The important thing is to remain focused on the goal and the reason you started your business. Whether it is the best of times or the worst of times, it’s the only time we have. Let’s join together and leverage our collective resources and influence. Join the action; get involved. A candle loses nothing lighting another candle. – Donna Davis • ceo • arizona small business association

entrepreneurs are optimistic The average pencil is seven inches long, with just a half-inch eraser – in case you thought optimism was dead. – Robert Brault Entrepreneurs have just weathered six months of the worst conditions in decades. You know very well how your business is faring, but do you know how your experience compares to that of your peers? In a recent survey conducted by, 42 percent of respondents reported that their experience was

“not as bad as it could have been” and 25 percent reported that they “did surprisingly well.” Obviously, while this question measures outlook rather than actual results, it indicates that a full two-thirds of the small business community is in a positive frame of mind. Now, that’s amAZing!


small businesses doing things


by: whitney fletcher, asba marketing + events director doing amAZing things? email

Blinded by mass layoffs and the financial mishaps of Fortune 500 companies, we have overlooked a smaller but more important transformation: the increasing number of small businesses doing BIG things. Here are three examples of small businesses doing amAZing things to save money, make money and create opportunities for themselves and the Arizona economy.

saving money Company: Jobing Owner: Aaron Matos Established: 1999

For more than 10 years, Jobing has been a pioneer in online employment marketing and branding. They were the first to bring the power of local community networking to the Internet by building a strong network of community-based job boards focusing on local industries and professions to help drive

talent to employers where they needed it most, in their own hometown. They continue to build upon what they know and add new products and services to offer their clients a more comprehensive approach to employment marketing. Jobing is more than just a job board - they help organizations build their employment brand, talent network and ultimately hire great local people. With Jobing Technology Services, they are helping businesses create more effective recruitment-branding strategies that allow them to get the most from their

marketing efforts and ultimately lower their cost-per-hire through comprehensive branded marketing materials and technology solutions. With their new suite of products, companies can reach candidates in more places, while still targeting the right audience, and manage their campaign from one easy-to-access location. This also cuts down on the added time it would normally take to manage a multichannel campaign—which lets our HR and recruiting professionals spend more time on other important responsibilities.

From left to right: Holly Schor, Director of Community Marketing; Shawna Adams, General Manager Tucson; Brian Mohr, Sr. VP of Operations & General Manager Phoenix; Greta Suda, AVP of Community Marketing at the September 1, 2010, Arizona SHRM Annual Conference.


In B u s i n e s s M a g a z i n e

making money Company: Cullum Homes Owner: Rod and Kim Cullum Established: 1985 Founded in 1985, Cullum Homes is one of the oldest and most reputable luxury homebuilders in Arizona. The Scottsdale-based business specializes in custom and semi-custom homes in affluent areas of the Phoenix metropolitan area such as Scottsdale, Paradise Valley, Silverleaf, Firerock and Desert Mountain. Cullum Homes was the proud recipient of a Custom Home magazine Pacesetter Award for innovation, and has been listed twice among the “Fastest-Growing Residential Construction Companies” ranking in BUILDER magazine. Their projects have been profiled in both local and national publications. Over a year ago, Cullum Homes developed a plan which was to refocus, retool and rebuild. They achieved a major milestone in August when they broke ground on The Village at Paradise Reserve at 40th Street and Lincoln Drive in Paradise Valley. This lock-and-go lifestyle community

will consist of 32 single-family homes that have a smaller footprint, but with the same craftsmanship, superior design and luxury amenities that have become their hallmarks over the past 25 years. This project is one of the first new home communities to be built

From left to right: Eddie Strong, Director of Architecture for Cullum Homes; Scott Schiabor, VP of Paradiso Development Corporation; Bob Sahd, President of Paradiso Development Corporation; Rod Cullum, President of Cullum Homes; and Brad Cullum, Project Estimator in August 2010 at The Village at Paradise Reserve jobsite.

creating opportunities Company: Sports Buzz™ Haircuts and Talking Trash Waste Removal Owner: Joe Higgins Established: Sports Buzz™ Haircuts 2002 and Talking Trash 2004

Owner, Joe Higgins, at one of Sports Buzz™ Haircuts locations in Tucson, Arizona.

In B u s i n e s s M a g a z i n e

in the State of Arizona since the real estate market downturn deepened significantly in 2008. It is estimated to infuse $64 million in construction materials and labor into the local economy, providing much-needed jobs to the local building community.

Joe is currently the owner of two very successful businesses in the Tucson, Ariz., market. In 2002, he launched his first Sports Buzz™ Haircuts location. Sports Buzz™ is a unique, sports-themed hair care concept that markets and caters predominantly to men and children. The brand grew to six locations in Tucson within four years and has been visited by 40,000-50,000 Tucsonans since its opening. The brand has become an integral part of the Tucson landscape. In 2004, Joe won a contract to be the trash service provider for Ad Vision, which sparked the birth of Talking Trash Waste Removal. Currently, Talking Trash services 22 homeowner associations in Green Valley and the Tucson foothills. Talking Trash has grown rapidly in a highly competitive industry that is dominated by multi-billion-dollar firms by providing superior service, tailored to the customer. Joe has been a serial entrepreneur all his working life. Joe’s first business at age 18 was a dry cleaning delivery business serving the San Diego area. Joe has been involved in 14 different startups and launches from all types of industries from agriculture to oil spills to cell phones and medical labs. He attributes his success as an entrepreneur to being blessed to survive large and small mistakes and to constantly learning from other people’s success. “Success as an entrepreneur is 10% skill, 10% hard work and the rest is being in the right place at the right time and being able to capitalize on opportunities.”


arizona small business association board of directors John Adam Kowalski, Chair Pivot Productions, Inc. Lynn-Paige, Vice Chair PerfectPower, Inc. Donna Robinson, Treasurer Network Dogs, Inc. Holly Schor, Secretary Jobing Kristine Kassel, Immediate Past Chair Benefits By Design, Inc. Patricia Sachs Chess Social Solutions, Inc./ Green Planet Postal Jacob Gregory Clifton Gunderson, LLP Glenn Hamer Arizona Chamber of Commerce and Industry Jack Hamlett Mad Science of Scottsdale N.E. Phx Joe Higgins Sports Buzz™ Haircuts Rena Huber APS/AAAME Roy Irwin Irwin Insurance & Investments, LLC Debi Kuehn Kuehn Financial Education Services Matthew McKinney Tiffany & Bosco, P.A. Doug Martin Good News Radio Broadcasting Raul S. Monreal Jr. South Mountain Community College Susan Ratliff Exhibit Experts Brad Specht Wells Fargo Bank Janice Washington AZ SBDC Network


col•lab•o•ra•tion by kristen wilson, asba sr. vp, member services + marketing

Collaboration is defined as a recursive process where two or more people or organizations work together in an intersection of common goals. In recent years, we have seen a refreshing shift in the level of collaboration between organizations and businesses. Fierce competitors have now become fierce collaborators. The very foundation of this new publication was based off of the idea of collaboration, which is a big reason asba is excited to be involved. A quote we often hear from our CEO, Donna Davis, is, “A rising tide lifts all boats.” True collaboration for asba is a win-win-win situation; we win, our partners win and, ultimately, our small business members win. It is crucial that we come together and share resources as we move toward common goals and objectives. Each and every day, I hear stories of small businesses creating exciting new opportunities, products and services by partnering and aligning with other businesses. Successful businesses who may have once viewed each other as competitors are now even more successful partners. This has included everything from sharing office space, to comarketing to their target audience, to creating entirely new and creative offerings. asba is committed to forming strategic partnerships with our peer organizations in order to ignite the same spirit of collaboration within our small business community. Listed below are a few of the organizations we love to collaborate with, including some of the exciting opportunities that have come from these partnerships. We encourage you to check out each of these organizations as resources for you and your business. (For a full list of our Strategic Partners and Community Alliances, visit Arizona Chamber of Commerce and Industry asba and the Arizona Chamber collaborate to advance the voice of business at the state capitol. The Arizona Chamber of Commerce and Industry’s goal is to serve as the collective voice for Arizona business at the state legislature. The Arizona Chamber exists to represent the interests of commerce and industry in a way that enhances our state economy.

BNI Arizona BNI provides our members with access to referral groups and best practices on building a referral network. Through our partnership, members of both organizations can access unique incentives and members-only benefits. BNI is the world’s largest referral organization. Better Business Bureau (BBB) asba understands and values marketplace integrity and is pleased to be able to provide additional resources to our members through this partnership with the BBB. BBB is the leader in advancing marketplace trust. They work with businesses of all sizes to encourage, support and showcase marketplace integrity, business ethics and best practices. International Coach Federation (ICF) asba and ICF have partnered to provide complimentary professional coaching sessions to our asba members. The International Coach Federation (ICF) is the leading global organization dedicated to advancing the coaching profession by setting high standards, providing independent certification, and building a worldwide network of credentialed coaches. www.icfphoenix. com or US Small Business Administration (SBA) asba is proud to present the SBA Awards for the State of Arizona at the Enterprise Business Awards Luncheon each year. The U.S. Small Business Administration (SBA) aids, counsels, assists and protects the interests of small business concerns, preserves free competitive enterprise and maintains and strengthens the overall economy of our nation.

In B u s i n e s s M a g a z i n e

arizona work comp rates cut 2.8% J by harold gribow, asba safety program director

Good news for employers. The Arizona Department of Insurance approved a 2.8 percent overall rate reduction in workers’ compensation insurance premiums beginning Jan. 1. This is the second straight year the DOI has cut rates, helping to keep Arizona’s workers’ compensation among the lowest in the nation. The recommended rate reductions are in every industry sector: manufacturing, contracting, office and clerical, agriculture, goods and miscellaneous. Actual suggested rate adjustments for each policyholder is different and is determined by the classification code or codes for the occupations performed in the respective business. This means that some businesses may receive base rate premium decreases larger than 2.8 percent, while others may get an increase. The 2.8 percent cut in premium is based on a recommendation submitted in August by the National Council on Compensation Insurance, a national organization that analyzes workers’ compensation and employee injury data and statistics. Also beginning in January, an adjustment will be made to the workers’ compensation indemnity benefits that are paid to injured workers who either will be out of work for a long period of time or are

no longer able to work. This increase is indexed by the average Arizona monthly wage, which has been recalculated to $3,920.75, up from $3,763.44 this year. The arizona small business association (asba), in partnership with SCF Arizona, offers workers’ compensation insurance and an Association Safety Program to assist Arizona businesses, both small and large, with safety training and consultation that will help them understand and reap the benefits of reduced work accidents, fewer workers’ compensation claims and better compliance with OSHA regulations. For more information, please contact Harold Gribow, asba Association Safety Program Director at 602.931.4107 or Todd Dennis, SCF Association Coordinator at 602.631.2212.

membership has its benefits asba members have access to exclusive incentives & discounts. - medical, dental & vision

- life insurance

- short term medical

- prescription coverage

- supplemental plans

- SCF workers’ comp

arizona small business benefits call 602.931.4118 or visit In B u s i n e s s M a g a z i n e


cut costs, not benefits J by steve holgerson, asba vp, member benefits

There are several subsidies available that could help reduce the cost of providing health insurance coverage for your employees. “The Health Insurance Premium Tax Credit” includes $5 million put aside by the State government to hand out in tax credits to health insurance companies which then pass on the credit in the

form of reduced premiums for those companies who qualify. Another tax credit is included in the Patient Protection and Affordable Care Act.  This credit is available to small employers that have the equivalent of 25 full time employees and contribute at least 50 percent toward the cost of single coverage. The maximum credit is 35 percent of premiums paid by eligible small business employers and 25 percent for tax exempt employers. For more information on these credits, please visit our website at Affordable premiums can also be found in the form of HSA (Health Care Savings Account) plans and HRA (Health Reimbursement Account), where a lower-cost high-deductible health plan is purchased, and the cost associated with those deductibles is offset by a tax-deferred health care savings account, or a reimbursement account.  Finally, a qualified health insurance agent is the key in helping you navigate the complicated world of employee benefits.  The expertise of an insurance agent can sometimes make the difference in whether or not you have the most cost-effective, highest quality plan available.  At arizona small business benefits (asbb) we can help you find the plan that is best for you and your employees.

the importance of buying local J by christy coe, asba director, member benefits

Why buy local? Michael H. Shuman, author of Going Local, writes, “Going local does not mean walling off the outside world. It means nurturing locally owned businesses which use local resources sustainably, employ local workers at decent wages and serve primarily local consumers.” A 2008 study by Civic Economics determined that just a 10 percent shift in consumer spending toward locally owned businesses would result in an estimated $140 million in new economic activity, 1,600 new jobs, and $50 million in new wages. “Several economic studies have shown that three times more consumer dollars stay right in the community when a purchase is made at a local business,” says Kimber Lanning, Executive Director of Local First Arizona. “People everywhere are beginning to understand how important it is to support the local businesses. The local food movement is booming, and business-to-business deals are on the rise right here at home.”


Create more good jobs: Small local businesses are the largest employer nationally, and in our community, provide the most jobs to residents. Reduce environmental impact: Locally owned businesses can make more local purchases requiring less transportation and generally set up shop in town or city centers as opposed to developing on the fringe. This generally means contributing less to sprawl, congestion, habitat loss and pollution. Put your taxes to good use: Local businesses in town centers require comparatively little infrastructure investment and make more efficient use of public services as compared to nationally owned stores entering the community. asba continues to look for ways to support our local Arizona business community while

providing ways for them to make and save money. Member Perk$ – AZ is asba’s newest opportunity for businesses to do just that by partnering with locally-owned and operated businesses to promote local buying (make money) and to provide unique discounts to asba members (save money).

In B u s i n e s s M a g a z i n e

featured members Here is just a small selection of additions to the exciting, growing asba community.

1 – 25 employee category • Algae Biosciences, Corp. (Overgaard, AZ) • OrangeSlyce (Tempe, AZ) • Daniel’s Moving & Storage (Tucson, AZ) • West Valley National Bank (Avondale, AZ) • Venture Architects (Yuma, AZ)

26 – 100 employee category • A.T. Construction, Inc. (Phoenix, AZ) • Employers Dental Services (Tucson, AZ) • Fortis Landcare (Tempe, AZ) • Hughes Federal Credit Union (Tucson, AZ) • Sonoran Technology & Professional Services (Goodyear, AZ)

101+ employee category • Arizona Biltmore (Phoenix, AZ) • Avnet (Phoenix, AZ) • AGM Container Controls, Inc. (Tucson, AZ) • Comerica Bank (Phoenix, AZ) • Raytheon Missile Systems (Tucson, AZ) For the entire member directory, visit

we’re pushing buttons

join us

join the arizona small business association and local business leaders in a focused effort to connect job creation and public policy decisions

get involved phx :: 602.306.4000 tuc :: 520.327.0222 or email us at

Ken Blanchard College of Business | College of Education | College of Nursing & Health Sciences | College of Liberal Arts | College of Fine Arts & Production

Online • Campus

Get started today! Call or visit: 877-319-3244 | Grand Canyon University is regionally accredited by the Higher Learning Commission of the North Central Association of Colleges and Schools. (800-621-7440; ).

In B u s i n e s s M a g a z i n e


asba staff Donna Davis, CEO Kristen Wilson, Sr. VP, Member Services + Marketing Debbie Hann, Director, Finance + Administration

on demand and in demand the new


with nearly 5,000 members spread throughout Arizona, is an integral resource for asba members small business community. on demand andand in the demand - the new with nearly 5,000 members spread throughout Arizona, is an integral resource for asba members and the small business community.

download Recently, asba launched the

space for your iPhone or iPad

all-new with three

Steve Holgerson, VP, Member Benefits

goals in mind: • Give businesses 24/7

Christy Coe, Director, Member Benefits Harold Gribow, Association Safety Program Director

access to a wealth of resources and information. • Promote opportunities for members to do business with each other.

Whitney Fletcher, Marketing + Events Director

• Create a fully interactive and enhanced online

Patricia Possert, Marketing + Events Director, Southern Arizona Gabe Salcido, Graphic Designer + Marketing Assistant Michelle Reynolds, Director, Member Benefits Manager Rhette Baughman, Programs Manager Monica Guerette, Office Manager, Southern Arizona Sarah Travis, Receptionist

regional offices: central 4600 E. Washington Street, Suite 340 Phoenix, AZ 85034 p | 602.306.4000 f | 602.306.4001 southern 4811 E. Grant Road, Suite 262 Tucson, AZ 85712 p | 520.327.0222 f | 520.327.0440


member experience.

make the new work for you and your business.

make the work for market new your business you and your business.

1 2 3

a|space, asba’s exclusive online community features interactive business profiles. Businesses can upload photos, documents and files, create custom pages with personalized URL’s, link to social media accounts, connect and chat with others and add profiles for their employees.

1 2 3

train your employees

Through the asb|academy, an online, on-demand, 24/7 learning environment, business owners and their employees can access over 300+ business courses. Employers can also create custom learning plans and track employee usage and progress.

market your business

a|space, do asba’s exclusive business onlineonline community, features interactive In the all new asba member to member marketplace businesses can host and search for discounts 24/7. Posts businesscan profiles. Businesses can upload photos, documents include both photo and video allowing for maximum creativity and personalization. and Each month and enewsletter featuring new discounts is sent to those who have opted in maximizing your exposure. files; create custom pages with personalized URL’s; link to social Take a minute to visit the new and experience some of the amAZing features for yourself. You will media accounts; connect and chat with others; and add profiles for be glad you did! their employees.

train your employees Through the asba|academy, an online, on-demand, 24/7 learning environment, business owners and their employees can access over 300+ business courses. Employers can also create custom learning plans and track employee usage and progress.

do business online In the all new asba member-2-member marketplace, businesses can post and search for discounts 24/7. Posts can include both photo and video, allowing for maximum creativity and personalization. Each month an e-newsletter featuring new discounts is sent to those who have opted in, maximizing your exposure.

Visit the new and experience some of the amAZing features for yourself. You will be glad you did!

In B u s i n e s s M a g a z i n e

INDE X Index By Name Abrams, Gary, 18 Adams, Kirk, 18 Adkerson, Richard, 18 Almanza, Benito, C., 18 Andrews, Ward, 22 Appelbe, John M., 14 Barret, Craig R., PhD., 18 Bidwell, Michael, 18 Binsfeld, Jay, 34 Brandt, Donald E., 18 Brewer, Janice, Governor, 17 Broom, Barry, 26 Brown, Drew M., 18 Brun, Les, 18 Burkhart, Patrick, 26 Burns, Robert “Bob”, 18 Cardon, Don, 17

Index by Company 5th and Wine, 43 A.T. Still University, 15 AAA Arizona, 16 Abrams Airborne Manufacturing, Inc., 18 Abraxis BioScience, Inc., 20 Advantage Office Suites, S@W 7 Ahwatukee Foothills Chamber of Commerce, 38 Alerus Bank & Trust, 25 Andy’s Shoeshine and Repair, 42 Argosy University, 23 Arizona Aerospace and Defense Commission, 20 Arizona Board of Regents, 19 Arizona Cardinals Football Club, 18 Arizona Commerce Authority, 17 Arizona Corporate Commission, 34 Arizona Department of Housing, 17 Arizona Department of Commerce, 17, 34, 37 Arizona Diamondbacks, 17 Arizona Hispanic Chamber of Commerce, 38 Arizona House of Representatives, 18 Arizona Public Service, 18, 34 Arizona Senate, 18 Arizona Small Business Association, 38, asba 5, 7 Arizona Social Networking, 38 Arizona State Credit Union, 63 Arizona State University, 18, 30 Arizona Technology Council, 22, 37, 38 Arizona Women’s Education & Employment, 38 Arizona Workforce Connection, 29 AT&T, 3 AT&T Arizona-New Mexico, 18 AuthorityLabs, 22 Avnet, Inc., 20 Arizona State Credit Union, 63 Bank of America, 18 Banner MD Anderson Center, 5 Bell Mortgage, 66 Blue Cross Blue Shield, 68 Buchalter Nemer, S@W 5


N o v e m b e r 2010

Colangelo, Jerry, 17 Congleton, Mauri, 24 Cooper, Tom, 16 Cosgrove, John, 12 Cowman, Steve, 18 Crow, Michael M., PhD., 18 De Lavega, Steve, 66 Fox, Sam, 43 Fricker, Mike, 34 Fuentes, Jerry, 18 Goodman, Adam, 32 Gorman, Linda, 16 Gotfried, Steven, 34 Granberry, Chase, 22 Haeger, John, PhD., 19 Harris, William C., PhD., 19 Hastings, Blake R., 14 Herder, Peter, 19 Hickman, Clint, 32

Hunt, Linda, 19 Ingram, K. Michael, 19 Jenkins, Tiffany, 26 Jennings, Sherman A., 19 Kidder, Rick, 37 Lein, Howard, 12 Luoma, Eric, 32 Manson, Michael S., 19 Mariucci, Anne L., 19 Markham, Andy W., 14 Maret, Matthew J., 66 Maynard, Mike, 13 Meskill, Jade, 22 Muhich, Kenneth F, D.C., 42 Neighbors, Derek, 22 Panhuise, Vicki, PhD., 20 Peters, Mary E., 20 Phillips, Connie, 36 Pittman-Leeper, Jennifer, 26

Pruitt, J. Doug, 20 Shannon, Judy, 36 Shelton, Robert, PhD., 20 Smith, Don, 11 Smith, Victor, 20 Soon-Shiong, Patrick, M.D., 20 Stein, Morris “Mo” A., 20 Stoney, Julie, 13 Sullivan, Patrick, 20 Swarthout, Jeanne, PhD., 20 Taylor, Greg, 13 Vallee, Roy, 20 Westberg, Jim, 34 Wiest, Candace, 12 Wilson, Bob, 13 Wood, Judy, 20 Zylstra, Steven, 22

Cactus Flower Florists, 32 Cancer Treatment Centers of America, 26, 31 Cardon Development Group, LLC, 17 CaseTech, Inc., 24 Cassidy Turley/ BRE Commercial, 10, 14 Catholic Healthcare West Arizona, 19 Central Phoenix Women, 38 Chandler Chamber of Commerce, 38 Contact One Call Center, Inc., 20 DATOS, 38 Denovo Business Enthusiasts, 39 Desert Fleet-Serv, 16 DMB Associates, Inc., 18 Economic Club of Phoenix, 39 El Dorado Holdings, Inc., 19 Executive Conference Center, 21 FEZ on Central, 43 Fidelity National Title, 66 Flypaper Studio, Inc., 20 Fox Restaurant Concepts, 6, 43 Gangplank, 22 General Southwest Insurance, 34 Glendale Chamber of Commerce, 39 Goodfellows Shoe Shine, 42 Goodmans Interior Structures, 32 Governor’s Council on Small Business, 20 Governor’s Council on Workforce Policy, 19, 26 Grand Canyon University, asba 7 Greater Phoenix Economic Council, 26 GRT2 Studios, 13 Herberger Theater Center, 19 Herder Companies, 19 Hickman’s Family Farms, 32 HKS, Inc., 20 Holmes Murphy, 10 Integrum Technologies, 22 Intel Corporation, 18 It’s All About the Kids Foundation, 66 JDM Partners, LLC, 17 JV Farms, 20 Lamb Creative, 53 Local First Arizona, 32 Maricopa County Human Services Department, 26

Maricopa Workforce Connections, 26, 53 Mary E. Peters Consulting Group, LLC, 20 Mayo Clinic, 67 McMoRan Copper & Gold, Inc., 18 Mesa Chamber of Commerce, 39 Modern Steak, 43 Motor Excellence, LLC, 19 National Association of Legal Professionals — Phoenix, 39 National Association of Women Business Owners, 39 National Bank of Arizona, 4 Neiman Marcus, 42 Nordstrom, 42 North Phoenix Chamber of Commerce, 39 North Scottsdale Chamber of Commerce, 40 Northern Arizona University, 19 Northland Pioneer College, 20 Peoria Chamber of Commerce, 40 Phoenix Art Museum, 65 Phoenix Black Chamber of Commerce, 41 Phoenix College, 54 Phoenix Convention Center, 37, 21 Phoenix Suns, 17 Phoenix-Mesa Gateway Airport, 26 Pinnacle West Capital Corporation, 18 Postino on Central, 43 Predictive Index, 13 RE/MAX Excalibur, 12 Reliable Background Screening, 23 Renaissance Executive Forums, 12 RnR, 43 Rotorcraft Systems, The Boeing Company, 19 Ryan House, 36 Saks Fifth Avenue, 42 Salt River Project, 34 Salt River Solar & Wind, LLC., 34 Sarr Group, LLC, 18 SCF Arizona, 2, 11 Schumacher European, 9 Science Foundation Arizona, 19 Scottsdale Area Chamber of Commerce, 37, 41, 45, S@W 4

Scottsdale Center for the Performing Arts, 35 Scottsdale Resort and Conference Center, 37 Sky Engineering, 34 Sky Harbor Airport, 30 Sojourner Center, 36 St. Joseph’s Hospital and Medical Center, 19 State Energy Sector Partnership, 29 Stetson Chiropractic, 42 Stirling Energy Systems, Inc., 18 Stoney-Wilson Business Consulting, 13 Sundt Construction, Inc., 20 Tempe Chamber of Commerce, 41 Tony’s Shoe Repair, 42 University of Arizona, 20 US Defense Customers, Honeywell Aerospace, 20 Vermillion Photo, 54 V’s Barbershop, 42 W.P. Carey School of Business Center for Services Leadership, 44 Waste Management, 7 Wells Fargo, 15 West Valley National Bank, 12 West Valley Women, 41 Women of Scottsdale, 41 Worldwide Employee Benefits Network — Phoenix, 41 Zang Asian Bistro, 43 Bolded listings are advertisers supporting this issue of In Business Magazine.

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A Candid Forum

In Focus 20 Mastermind Questions with Steve de Laveaga Steve de Laveaga, senior vice-president of Fidelity National Title for Maricopa County, is a driven business and community leader. He shares his extemporaneous responses to Mastermind questions meant to elicit insights to empower. 1.  What careers did you do prior to real estate? Professional basketball player 2.  What did you learn in that career that has helped you in real estate? Come early and stay late. 3.  How long have you been in real estate? 10 Years 4.  What steps did you take to go from an ordinary to a top producer? Found the best people and demanded the best results. 5.  What percent of your listings are traditional, REO, short sale? 60 percent 6.  What is the best technique for getting each of the above? Find the best partners and help to connect the dots for them to be more successful. 7.  What is your average price point? $285,000 8.  What percent of your customers are buyers versus sellers? 40 percent are buyers and 60 percent are sellers. With 12 years’ experience in real estate and 18 in sales, Fidelity National Title Senior Vice-President Steve de Laveaga has assembled and leads a diverse team that has increased revenue and profit retention for the company. A driven leader in the community as well as business, he serves on the boards of It’s All About the Kids Foundation in Phoenix and an international chapter of the Make-A-Wish Foundation.

9.  How much of your business comes from prospecting vs. marketing vs. database marketing? 25 percent prospecting, 50 percent database, 25 percent marketing 10.  What percent of your business comes from the Internet? 5 percent 11.  What website or sites are you using to grow your business? 12.  Your biggest waste of money? Social media 13.  Your best marketing idea? Mastermind groups 14.  What advice would you give to an agent who wants to increase his or her numbers? Commit to prospecting and marketing. 15.  If you could rewind, what would you do differently in your business evolution? Learn to listen twice as much as I talk. 16.  What is your growth area? Operational Strategy 17.  What is stopping your growth? Myself 18.  What business problem have you not solved? Diagnosing which people are really singers and which ones are lip-sync-ers. 19.  Whose business do you admire and why? John Wooden (legendary basketball coach who led UCLA to an unmatched record of 10 NCAA championships in 12 years), because the means meant more to him than the ends. 20.  What do you want your business legacy to be? That people would say, “He demanded more of me than I demanded of myself and I reached heights I did not think I could.” Mastermind questions courtesy Matthew J. Maret of Bell Mortgage (

Fidelity National Title Company


N o v e m b e r 2010

To invest in my dreams. To give it everything I have. To inspire people every day.

Small business doesn’t feel so small when you’re the one running the show. Every decision is magnified and every result is immediate. When it comes to health insurance for you and your employees, you want options and flexibility. At Blue Cross Blue Shield of Arizona we hear you. Our new plans offer your company a range of flexible and affordable approaches to employee coverage. Now, add our network of over 18,000 health care providers along with our trusted local customer service and you have a health insurance plan that’s working hard for you…and your bottom line. You make the decisions around here.


Decide now to contact your broker, call (888) 466-4714 or visit


In Business Magazine – November 2010  

In Business Magazine covers a wide-range of topics focusing on the Phoenix business scene, and is aimed at high-level corporate executives a...

In Business Magazine – November 2010  

In Business Magazine covers a wide-range of topics focusing on the Phoenix business scene, and is aimed at high-level corporate executives a...